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Business Development Manager - PointNext

  • Singapore
  • Sales

Job description

Business Development Manager - PointNext

  

Job Description:

   

Hewlett Packard Enterprise is an industry leading technology company that enables customers to go further, faster. With the industry’s most comprehensive portfolio, spanning the cloud to the data center to workplace applications, our technology and services help customers around the world make IT more efficient, more productive and more secure.

Business used to rely on technology, now business is technology, and customer experience is the IT experience.  Navigating and harnessing this digital transformation quickly is how to get ahead but it comes with challenges.  HPE Pointnext services are designed to help accelerate digital transformation by making Hybrid IT simple and powering the intelligent edge.  By leveraging HPE’s strength in infrastructure, partner ecosystems and end-to-end lifecycle experience, solutions are optimized supporting unique business demands.

We are looking for an excellent Business Development Manager who will drive business growth by developing new business or new ways to grow revenue of existing business. He / she will guide account teams through opportunity creation, qualifying mega deals and develop and substantiating the services value proposition. He / she devises and executes a growth plan that meets business goals for a given geographic and/or service business area; including accountability for achieving revenue & order targets.

Responsibilities:

·  Responsible for overall PN IB business growth in the direct and indirect selling motions across all Hybrid IT hardware platforms
·  Leverages market research, business intelligence and develops actionable insights to drive the growth agenda across APAC countries
·  Develop differentiated business models to capture opportunities across all segments (global accounts & Commercial & PS, SMB / long tail)
·  Develop and lead key initiatives and provides thought leadership for initiatives or directions that significantly change the business mix to profitable portfolios and/or selling motions
·  Successful implementation of business plans and programs
·  Responsible for operational success, strategic alignment and integration of activities with country / GEO / WW and major organizational functions
·  Own a measurable functional, operational and strategic goals including Conversion and Renewal rates, Upsell/Cross sell, discount, Orders, Revenue and Margin
·  Assesses the market needs, position and promote the portfolio suitable for the account and market segments both in the direct and indirect RTM
·  Demonstrated knowledge of research methodology and the ability to manage complex data requests
·  Identifies opportunities and growth areas, define and execute country/region specific strategies to grow the eligible base for IB through UP sell and cross sell activities
·  Creates the market demand through external and internal marketing programs
·  Create & drive growth programs in the SMB segment
·  Work with the PointNext P&D lead to implement pricing and discount management framework by specific platform renewal and conversion motions
·  Drive data based country pricing actions through in-depth analysis of competitive pricing strategies through market studies
·  Responsible for business growth with right price and promotions
·  Be the industry specific solution SME with an ability to articulate the Pointnext portfolio in relation to an industry specific solution need
·  Educates account teams and channel partners about HPE Pointnext service portfolio to increase their understanding and appreciation of its contribution to overall client account retention and HPE profitability
·  Conduct frequent sales trainings and portfolio awareness programs with help of Sales Ops and marketing
·  Require strong communication & presentation skills
·  The role requires you to coordinate and work with multiple HPE business units (HIT hardware, OS, A&PS, GSD, Global Operations and stake holders across HIT. Hence to succeed in this role, you need to identify and map the key stake holders you need to partner with and ensure you continuously develop these relationships with the key stakeholders
·  Have a well-developed relationship management and negotiation skills

Education and Experience Required:

·  Minimum 8 years of work experience in the Services Industry inclusive of 3 years and above in developing new business opportunities with clients, preferably with the CxO level
·  University degree

Knowledge and Skills:

· 
Applies advanced data analytics to address complex business issues and is regarded as a subject matter expert for the Installed Base Services portfolio

· 
Frequently contributes to the development of new ideas, processes and methods in solving customer’s practical technology related issues

· 
Works on complex problems, projects where analysis of situations or data requires an in-depth evaluation of multiple business, product, RTM, Segment, Pricing and other market driven factors

· 
Exercises significant independent judgment within broadly defined policies and practices, and determine most suitable method in achieving business objectives

· 
Leads and / or provides expertise to functional project teams and may participate in cross-functional initiatives. Continuously look out for new opportunities, growth areas and new markets for Pointnext business growth

In addition to being the SME he/she will also be responsible for a specific category and be the SME for that category / portfolio

· 
Works closely with the assigned IB sales leader and other category leads to help identify services opportunities within specific service category and accounts during the early stages of the sales cycle

· 
He/she would be required to frequently represent the organization to external customers / partners.

Job:
Services

Job Level:
Master

    

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

   

HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.

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