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Principal Bus Development Consultant V

Zerto

Zerto

Multiple locations
Posted on Saturday, June 1, 2024
Principal Bus Development Consultant V

This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE office.

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you.

Open up opportunities with HPE.

Joining our OCTO HPE team and working as part of our OpsRamp team is a chance to make history and be a driving force in the industry. We are revolutionizing cloud computing by building a large-scale, enterprise-ready platform that powers a hybrid edge-to-cloud world. Our platform enables the world's largest and most diverse enterprise IT teams and managed service providers to control the chaos of modern digital infrastructure, and to deliver quickly, efficiently, and at scale while keeping their data secure and meeting sustainability goals.

We do this through hybrid discovery and monitoring, event and incident management, remediation, and automation, powered by AI. We help our enterprise and MSP customers avoid costly outages and performance issues that result in lost revenue and productivity.

With over 100,000 dedicated customers and 1 million devices in production, we are committed to accelerating transformation across data, connectivity, cloud, and security, providing essential solutions for businesses of all sizes. Together, we make the impossible possible, and we are confident in our ability to lead the way in shaping the future of cloud computing.

Job Family Definition:

Responsible for driving business growth by developing new business or new ways to grow revenue of existing business. Leads the deal pursuit in preparing and communicating the customer business case/proposal for emerging markets, existing markets, and specific deals. Guides Pursuit & account teams through opportunity creation and pursuit strategic planning, qualifying mega deals, and developing and substantiating the services value proposition. Leads the development of innovative principles and ideas, and provides the business value selling expertise for specific solutions. 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. Builds high-quality funnels that generate customer demand in partnership with marketing & sales.

Responsibilities:

  • Builds and executes the OpsRamp attach plan and adopt to local requirements and opportunities.
  • Leverages market research to intelligently focus pursuit time, resources and effort on winnable opportunities.
  • Rigorously qualifies large opportunities for active pursuit based on the probability of success and the intelligent allocation of the company's resources.
  • Focuses on initiatives that generate quality pipeline and support sales to convert pipeline to orders.
  • Leverages WW Sales Program and/or build Local programs and tools to increase win rate and target the right segment/industry vertical.
  • Enables sellers to position the OpsRamp attach solutions portfolio and retire quota.
  • In collaboration with the GBU, local Marketing and Channel, defines, enables and drives execution of local business plans for OpsRamp attach solutions across segments and sales motions, to achieve budget.
  • Deeply understands the data driven approach – Propensity to Buy Analytics
  • Leads collaboration with partners via Channel Specialists as needed for execution of the programs
  • Collaborates closely with global category and portfolio team
  • Monitors, analyzes, and tracks business performance for the respective solution areas, identify gaps and drive corrective actions.
  • Develops and champions the business justification for the company services to ensure a successful engagement based on critical case review.
  • Actively educates & engages with others (EAMs, CBMs, Account team, Engagement Managers, Solution Architects, etc.) on the company business solutions, deal requirements & challenges to facilitate effective RFP/RFI responses, successful closes and client satisfaction.
  • Crafts pursuit strategies that masterfully guide account team pursuit activities across often lengthy sales cycles.
  • Leads and manages a virtual team across the geographic area to drive the business development activities and report on a regular basis the progress on growth.
  • Acts as lead for coaching/mentoring.

Education and Experience Required:

  • Typically, 10+ years in the services Industry and 3+ years in developing new business opportunities with clients, preferably with the CxO level.
  • Advanced University degree preferable.

Knowledge and Skills:

  • Advanced Opportunity Prospecting
    • Market research & analysis
    • Pursuit strategy planning/building.
    • Client executive engagement & interest generation
    • Building sales opportunities
      • Sales and partnering acumen
      • Sales Execution
      • Business Planning
      • Qualification & development of new pipeline
      • Due diligence skills, positioning and deal-shaping.
      • Deal Advancement.
      • Business case development.
      • Consultative sales support.
      • Custom Services Education.
      • Client awareness creation, large Account Team influencing and enlistment.
      • Capabilities of the company's partners (range and type).
      • Consultative selling (analysis, solution selling, relationship building).
      • The company sales knowledge.
      • Strong leadership skills.
      • C-level partnering, resource optimization, prioritizing.
      • Solution Skills such as vertical industry core concepts, processes, trends, and pressures.
      • Sales Skills such as negotiating, proposal development, and account planning.
  • General Business Acumen.
    • Financially savvy to meet financial targets.
    • Advanced knowledge of company service product, particular vertical industry, particular service business area, or solution specialty
    • Knowledge & awareness of total company portfolio at value add level.
    • Strategic thinking/planning.
    • Creates the value proposition.

#unitedstates #HPEproductknowledge #leadership #sales #businessdevelopment #serviceindustry #verticalindustry #solutuionspecialty #marketresearch #pursuitstrategy

Additional Skills:

Accountability, Accountability, Action Planning, Active Learning, Active Listening, Bias, Business, Business Development, Business Growth, Business Planning, Coaching, Commercial Acumen, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Relationship Management (CRM), Data Analysis Management, Data Collection Management, Data Controls, Design Thinking, Empathy, Follow-Through, Growth Mindset, Intellectual Curiosity {+ 8 more}

What We Can Offer You:

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

Let's Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

#unitedstates

#sales

Job:

Services

Job Level:

Master

States with Pay Range Requirement

The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.

USD Annual Salary: $126,500.00 - $291,000.00 Estimated job application period closure is August 2024. While this is the expected application time frame, there are many factors which may result in a change. If this position is still open beyond the anticipated closure time frame, it is likely HPE is still actively recruiting for this role and all qualified and interested candidates are encouraged to apply.

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.

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

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories. .