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Business Development Manager - Bracknell

Eingestellt von Synergize Consulting Ltd

Gesuchte Skills: Sales, Client, Marketing, Network

Projektbeschreibung

Currently seeking a talented and highly experience Business Development Manager, to be based on site in Bracknell, for a contract duration of 4 months to be confirmed by the client.

Please find below, full details in relation to the role; as provided by the client for your consideration:

SUMMARY

Through a clear understanding of the market for their solution Pillar, the Business Development Manager (BDM) develops the Pillar GTM plan and gains agreement and sign off for plan execution with Cluster Sales VP. The BDM is the sales subject matter expert in their portfolio and acts as evangelist and thought leader for Pillar and drives awareness and visibility both internally and externally. A key member of the Cluster Demand Generation Board the BDM is jointly accountable for the Cluster Demand Generation Plan in collaboration with the Marketing Manager. Builds strategic relationships with clients, partners and across HP to leverage internal and external resources to deliver best-in-class solutions for customers.

RESPONSIBILITIES

- Interprets Market Requirements to Drive Pillar Business and GTM Plan
- Business acumen - Exhibits base level of business, financial and legal acumen to develop meaningful business recommendations; continuously monitors and improves area-of-control operations to ensure alignment with HPs business direction, the quality of business practices and optimum organisation performance
- Sales coverage - Assists the Cluster management team to build well targeted business plans and strategies for allocating resources and driving sales activities to achieve pipeline; collaborates within HP and with the field to prioritise, facilitate and direct the use of resources
- Strategic sales planningmaintains an understanding of client business challenges, industry trends and markets; demonstrates the knowledge to position and map HP capabilities that align to client business objectives and initiatives.
- Focus on strategic direction - Understands the overall HP SW strategic direction and portfolio, and specialises in the portfolio that they are responsible for so that they can assist sales teams in customizing solutions based on client needs
- Consultative selling - Strategizes and coaches team on how to apply consultative-selling techniques to identify and  advance opportunities that result in ongoing profitable revenue growth for HP; prepares for client calls in partnership with sales teams and supports the efforts of the team during client meetings; ensures sales teams have access to other HP resources and encourages them to nurture relationships with client influencers and decision makers

DEMAND PLANNING AND PIPELINE MANAGEMENT

- Accountable for planning and joint execution of the Cluster Demand Generation plan designed to meet pipeline coverage goals and meet revenue goals.
- Builds, monitors and orchestrates sales pipelines to ensure continuous population of near and long term opportunities
- Continuously monitors 3 QTR rolling pipeline health and builds demand generation/BRIDGE plans to deliver against revenue goals.
- Design and Drive Remedial action/programs as needed for:
- Sales (Pipeline Health Clinics, Deal Acceleration)
- Marketing (Awareness )
- Partners/Alliances (Recruitment and enablement)
- Delivery (PS and partners)  (Capability/readiness)

BUILDS STRATEGIC RELATIONSHIPS

-  C-level partnering - Contributes to enduring executive relationships at the client's organization; establishes professional relationships and credibility with key IT and business executives in support of other established relationships with the client
- Builds strong internal network and is sought out as source of customer and market requirements by Products organization.

KNOWLEDGE AND SKILLS

In addition to core solution domain expertise and selling skills:

Business Management

- Pipeline Management - Builds, monitors and orchestrates sales pipelines to ensure continuous population of near- and long-term opportunities
- Strategic Planning - Translates business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control Aligns area-of-control account and market opportunities with upstream strategic plans and metrics. Sets pipeline generation priorities and establishing these as the focus of individual or sales team activities
- Execution - Actively manages business plans to meet pipeline goals/quotes and advance the business interests of HP.

Marketing and Program Management

- Good understanding of the marketing mix and able to contribute content and market and competitive intelligence
- Able to define and drive end-to-end programs leveraging Matrix resources

Customer Face-Time

- Proactively develops and nurtures solid relationships in key accounts as a basis for expanding HP's business-partnering presence
- Solidifies an enduring partnership with key accounts through such strategies as active monitoring of customer satisfaction, speedy problem resolution, and advance communication of beneficial HP initiatives or solutions

Strategic Business Planning

- Understands industry drivers and the customer base better to bridge HP solutions with account-relevant problems and opportunities
- Builds stronger internal relationships with other groups to ensure seamless selling of total HP solutions and to establish clear expectations for resource alignment and support
- Develop effective counter-measures and messages
- Builds clear strategies for working with key accounts to pursue and close major opportunities, including clear identification of tactics for accelerating progress through the pipeline

Coaching

- Reviews and provides counselling on account-team deals
- Leverages personal sales experience to participate in pursuit planning for key accounts
- Strengthens the alignment of account-team activities and priorities with management's business mission and goals
- Ensures that sales reps are trained on any specific portfolio tools and systems to ensure efficient use of time, better data collation, accuracy of PL's in sales opportunities and correct portfolio requested flagging

Solution Selling

- Approaches selling from a business solution perspective to ensure that HP products and services accurately address the customer/client's true business need in terms of type, scope, level
- Change Management - Develops methods for supporting innovation and change across the organization
- Leadership - Able to lead effectively in a complex and political environment, and deliver results; Able to influence without direct authority; Able to balance between competing priorities and be flexible and creative; Drives team performance to best in class

Projektdetails

  • Vertragsart:

    Contract

  • Berufserfahrung:

    Keine Angabe

Geforderte Qualifikationen

Synergize Consulting Ltd