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Applications Services Business Development Manager At HP

Date Posted: 16/Sep/2013
Deadline: 30/Sep/2013

Description

Within the HP ES Applications business, the role of Business Developer is critical in driving our successful growth of the Applications Services Business, working hand-in-hand with both our Applications Delivery teams and our Go-To-Market/Sales teams. The role employs the candidate who has specific Industry Expertise/Applications Capability insight, in working with Sales & Solutioning, shaping applications opportunities for clients, building relationships and aligning HPs portfolio to meet client business needs. Using tried and tested business development tools, processes and backed up by a global footprint the role of Business Developer provides significant opportunities for serving HPs strategic business goals and for personal and professional development.

 

Opportunity analysis 
Works with customer IT, LOB and CxO management to develop an accurate understanding of business needs 
Identifies business value creation implications 
Identifies customer-wide IT and business parameters and constraints that impact the solution 
Identifies probable competition and evaluates relative HP strengths

Solution Planning and Design 

 Architects an appropriate technical solution to meet the customer's requirements 
Optimizes a solution's fit to the requirements of an opportunity plus the broader customer IT strategy 
Adapts solution design to new requirements 
Establishes the validity of a solution and its components with both short and long term implications 
Identifies the growth path , scalability options and implications for customer IT strategy and/or related LOB implications of a solution and includes these in design activities and account planning 

Optimizes a solution to maximize HP competitive advantages

Client/customer relationship 

Builds strong professional relationship with key IT and LOB executives globally 
Communicates the value of HP technology in business terms 

Understands and addresses CxO issues in relevant business terms 
Applies strong consultative selling techniques to advance opportunities 
Is perceived as a trusted technical advisor by the customer 
Manages problem resolution and customer satisfaction issues through strong partnering capabilities 
Effectively communicates and articulates the details of their component roles in a proposed customer solution.

Account team collaboration 

Actively participates with the account team in account and opportunity planning on a global basis 
Provides solution advice, drives proposals, presentations, and other customer communications during pursuit 
Transfers knowledge to account team 
Understands the roles and effectively directs other teams and resources within HP and partners 
Applies technical skills to identifying overlooked opportunities within the account 
Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design

Qualifications

 

Education and Experience Required:

Technical University degree or Bachelor's degree; Masters degree preferred. 

Typically 12+ years experience in technical consultative selling and solution/account management. 
Technical and solution experience in IT industry. 
Experience in vertical industry such as Financial Services Institutions, Telcos or Public Sector. 
5-10 years working experience in project/program management. 
Appropriate solution or career certifications. 
Deep industry knowledge (specific to Nigeria) and broad ABS portfolio knowledge  

Experience in building a pipeline of qualified opportunities and proposing solutions to senior client leadership.


Knowledge and Skills Required:

Technical/Solution acumen 
Demonstrates expert knowledge of HP's technology & solutions 
Leverages HP solutions to support customer IT strategic directions, creating extensive customer business value 
Applies deep understanding of technical innovations & trends to solving customer business problems 
Establishes thought leadership in solution or technical specialty area with customers 
Demonstrated ability to work as the lead for large complex projects 
Has a high level understanding of the HP services roadmaps for multiple BU's, and deep knowledge in area of specialization 
Has demonstrated hands-on level skills with some of the technology

Business acumen 
Demonstrates skilled use of financial and capital investment concepts in justifying HP solutions that create business value for the customer 

Utilizes deep knowledge of customer value chain and business requirements to create and propose solutions 
Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals 
Understands business metrics and drivers for multiple levels of customer management and appropriately tailors communications to demonstrate value

Solution selling 

Demonstrates strong communications skills with IT and LOB managers, as well as C-level executives 
Leverages deep understanding of the competition - both positioning strategy and technology - to create competitive advantage for HP

 

Job

 - Sales

Primary Location

 - Nigeria-Nigeria-Lagos

Schedule

 - Full-time

Job Type

 - Experienced

Shift

 - Day Job

Travel

 - Yes, 25 % of the Time

Job Posting

 - Sep 13, 2013

 

 

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