Global Business Development Manager

Job Description

The Global Business Development Manager (GBDM) leads global opportunities for acquisition and retention customers. The GBDM provides pan-HP leadership to leverage customers to drive positive customer outcomes with high level stakeholders (i.e. CxO, VP, Dir, etc.). The GBDM develops global customer solutions across country, regional and global virtual teams.

Client/Account Relationship

• Builds strong professional working C-level relationships with the client.

• Establishes a high level of personal credibility with key client executives.

• Leverages executive sponsors and other HP resources to strengthen HPs relationship and credibility with client influencers and decision makers.

• Researches and understands the client's industry.

• Deeply understands client business strategies and challenges.

• Acts as a trusted advisor to client leaders, aggressively shapes deals early in the sales cycle.

• Advances opportunities that result in profitable revenue growth for HP.

• Demonstrates breadth and depth of knowledge in aligning HP capabilities to client business and IT priorities, and positioning relative to competitors.

• Leverages existing engagements and run-rate business to seed and grow new opportunities.

• Advocates for client needs during sales cycle and in addressing any delivery issues.

• Maintains high-level of customer loyalty and builds trust and integrity, as indicated in HP- conducted surveys and reports.

• Maintains excellent communications with customer executive management across the globe.

Business Management

• Global expertise resource for District Sales Managers and Global Account Managers to drive senior level customer engagement and sales.

• Collaborate and lead HP solution opportunities

• Gathers and assesses customer global technical requirements within Global offer

• Actively supports the account team with global solution input

• Proactively delivers and presents customer Global Program solution set.

• Develop and establishes validity of the Global Offer (products, software, Device as a Service, Managed Print Services, Global System Integrators, B2B solutions) and ensure business solution has internal cross region global agreement

• Subject matter expert on competitive capabilities.

• Global team lead for recommendation on factory solutions for Personal Systems and Print (in line with Global Offer validation)

• Negotiate pan HP business terms for global contracts and review inbound contracts.

• Provide expertise to the Sales Team during the life of a contract to maximize revenues and margin

• Cross-regional coordination and management of all inbound opportunities from presales to won stage.

• Subject matter expert on Channel and Direct selling motions.

• Subject matter expert on all global related legal issues for outbound and inbound contracts

• Subject matter expert on SOX compliance

• Ensure global sales coverage for new or expanding accounts

• Advise on e-Business best practices

• Global program training lead to region global segment sales

Key Interaction

• Customer: CEO, IT Director, CIO, CFO, VP, Vendor Management

• Third Party: Global Reseller Alliance partners, Alliance and Global System Integrators, 3rd Party solutions

• Internal: Global Account Managers, Sales specialists, Print Sales Specialist, Regional Bid Desk, Factory Services, Worldwide and Region Category, Legal, Operations, Channel, Worldwide functions, Region - Country & District Sales Management

• Actively identifies opportunities to assist peers Regionally in area of expertise (e.g., writing white-papers, success stories).

Team collaboration

• Actively supports the account team with solution advice, proposals, presentations, and other customer communications.

• Analyzes and provides support to deals in the pipeline where needed.

• Transfers knowledge to Presales peers via mentoring and contributing participation in peer education programs.

• Understands the roles and affectively engages other teams and resources within HP and partners.

• Identifies overlooked opportunities suggested by technical expertise.

• Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.

Business acumen

• Leverages financial and accounting concepts as well as capital investment concepts in demonstrating business value of proposed solutions to customers.

• Creates solutions that creatively address customer value chain and business requirements.

• Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals.

• Appropriately tailors communications to varying levels of customer management.

Knowledge and Skills:

Account/Business Development

• Uses consultative, solution selling and business development skills at the CXO level to align the client's business needs with HP's solutions.

• Builds strong CXO level relationships, especially working with executives in lines of business.

• Negotiates at the CXO level.

• Adept at advanced sales negotiations and positioning.

• solution value under pricing pressures from customer IT and procurement professionals. - proactive presentation of value solutions.

• Focuses on key business challenges and drives to position himself/herself as a trusted advisor at the IT executive and business manager level.

• Submits timely and accurate forecasts and continually coaches team to do same.

• Identifies and effectively leads the global solution elements to ensure coordinated, efficient, account management, and accountability for achieving business results.

• Uses financial-selling techniques with the client and HP internal to position value and advance sales motions.

• Demonstrates strong presentation and communication skills at the executive level.

• Manages end-to-end sales processes in large deals.

• Adheres to SBC (Standard Business Conduct) and HP's code of ethics.

Technical/Solution acumen

• Demonstrates a broad knowledge of HP's technology & solutions, with expertise in contract negotiation, FX, MS Dynamics, PowerBI, B2B, ERP, and related technologies.

• Knowledgeable in competitive solutions /

• Links HP solutions with data business center needs to create customer business value.

• Applies broad understanding of technical innovations & trends to solving customer business problems.

• Applies productivity-enhancing tools and processes.

• Solid credibility with HP's business units and account teams based on history of solid results and contributions.

• Establishes thought leadership in technical specialty area with customers.

• Demonstrated ability to work as the lead for large complex projects.

• Has demonstrated extensive hands-on level skills with some of the technology.

Industry Acumen

• Deep knowledge of vertical industries and the client's position, challenges and strategy within the industry including security, risk and compliance issues.

• Keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.

Education and Experience Required:

• Technical University or Bachelor's degree.

• Typically 8-12 years experience in technical consultative selling and account management.

• Technical and/or solution experience in appropriate industry.

Equal Opportunity Employer (EEO):

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).