Global Business Development Manager

The Global Busi

ness 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 stakeholders. The GBDM develops global customer solutions across country, regional and global virtual teams.

Client/Account Relationship

• 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.
• 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.
• 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: IT Director, Procurement, 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.
• Understands the roles and affectively engages other teams and resources within HP and partners.
• Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.

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.
• Adept at advanced sales negotiations and positioning.
• solution value under pricing pressures from customer IT and procurement professionals. - proactive presentation of value solutions.
• Demonstrates strong presentation and communication skills at the executive level.
• 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 /
• Applies productivity-enhancing tools and processes.
• Solid credibility with HP's business units and account teams based on history of solid results and contributions.
• Demonstrated ability to work as the lead for large complex projects.

Education and Experience Required:

• Technical University or Bachelor's degree.
• Typically 5-10 years experience in technical consultative selling and account management.