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For your reference, we have included the original job posting below.
CFS US Areas Bus Development Consultant V - East (PL)
Job Number:
23975222
Company Name:
Hewlett-Packard Company
Job Location:
New York City, NY US
Job Category:
Information Technology
CFS US Areas Bus Development Consultant V - East (PL)
Title: CFS US Areas Bus Development Consultant V - East (PL) Location: New York - New York City Overview HP Critical Facilities Services (CFS) provides industry-leading data center facilities planning, design and optimization services. As part of its closer alignment with HP's US Areas, the CFS business is embedding several experienced Business Development professionals within the US East, Central and West Areas to serve as an additional resource for BD, pursuit, and subject matter expertise. To grow the business, candidates should possess an understanding of both customers' IT/technology infrastructure issues and facilities/real estate drivers, including, ideally, experience working within the mission critical facilities engineering, architecture, construction and real estate industries. Success criteria shall include driving initiatives to help the Area meet orders and revenue Aspire. In short, the successful individual will serve as an initiator, driver and closer for business development and rainmaking activities. Location U.S. East Area, preferably in the New York City-Washington DC-Philadelphia triangle; Atlanta area also would be acceptable Reporting & Constituents * Hard line to the Area Consulting Solutions Business Manager * Dotted line to the CFS US Business Development Manager * Frequent collaboration with Area Sales, Pursuit, and BD teams, as well as CFS Managing Principals Description * Frequently participate in representing the organization to other businesses within HP and to external customers/clients * Proactively develop and maintain relationships with not only customers but also with partners within the mission critical architecture, construction, real estate, and collocation markets * Deepen CFS BD alignment with the Areas and establish and execute consistent, yet tailored, set of initiatives, as well as report out using BD Scorecard * Grow funnel of new opportunities working with Area Sales, BD, and Marketing teams on customer-facing campaigns * Support Area BD on strategy and execution, including but not limited to developing campaigns, incentives, competency training, etc., to drive orders and revenue growth (audiences include Sales, the TS Delivery Organization, Enterprise Services, Channel Partners, and other HP PL's/BU's) * Support Area Sales and Pursuit teams with strategies to drive opportunities to deeper sales stages and to closure * Rigorously qualify large opportunities for active pursuit based on the probability of success and the intelligent allocation of HP's resources * Leverage market research to intelligently focus pursuit time, resources and effort on identifying customer targets and focusing resources on winnable opportunities * Develop client relationships and interest over the span of lengthy large deal cycles and continually build and reinforce client perceptions of HP as a credible partner through active persuasion and education * Consultatively and proactively position HP early in deals to influence client strategy and shape deals and Request for Proposal (RFP) requirements towards HP's strengths. Ideally, move towards sole-source procurement. * Develop and champion the business justification for HP Consulting Solutions services to ensure a successful engagement * Actively educate and engage with account team, engagement managers, solution architects, etc.) on HP Consulting Services business solutions, deal requirements and challenges to facilitate effective RFP/RFQ/RFI responses, successful closes and client satisfaction * Lead and manage a virtual team across the geographic area to drive the business development activities and report on a regular basis the progress on growth * Drive executive engagement for HP's capabilities and lays the groundwork for commitment and planning * Frequently contribute to the development of new ideas and methods * Act as an expert providing direction and guidance to process improvements and establishing policies * Act 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 C-level * BD or Sales experience in the architecture/engineering, construction, or real estate communities preferred * Mission critical industry experience preferred * IT/technology infrastructure industry experience a plus * Advanced university degree preferred Knowledge and Skills Required Advanced Opportunity Prospecting * Market research & analysis * Pursuit strategy planning/building * Client executive engagement and interest generation Sales and Opportunity Building * Qualification and development of new opportunities - Due-diligence, positioning and deal-shaping skills * Deal Advancement - Business case development, consultative sales support Client awareness creation, large account team influencing and enlistment * Ensure we have HP Consulting Solutions and Industry alignment * Capabilities of HP's partners (range and type) * Consultative selling (analysis, solution selling, relationship building) * HP Sales knowledge * Strong leadership skills * C-level partnering, resource optimization, prioritizing * Solution Skills - vertical industry core concepts, processes, trends, pressures, etc. * Sales Skills - strategic positioning, proposal development, account planning General Business Acumen * Financially savvy to meet financial targets * Advanced knowledge of HP services and products, particularly vertical industry, particular service business area, or solution specialty * Knowledge and awareness of total HP portfolio at value-add level * Strategic thinking/planning * Creates the value proposition Critical Competencies to Drive Business Results: Portfolio Influencing/Shaping Provides input to the development and/or modification of portfolio service offerings based on extensive business development contacts and experience Opportunity Profiling and Qualification Profiles and qualifies opportunities rigorously to ensure sound application of HP's resources on significant deals Business Planning Support Exercises systematic business assessment and planning to ensure optimum investment of funding and resources to grow market share and profitability Marketing Execution Leadership Collaborates with HP marketing to contextualize global campaigns to advance local or industry-specific promotional effectiveness Pursuit Plan Coaching/Strategy Review Supports account teams in developing well-targeted pursuit plans to ensure the successful capture of business, including more effectively developing Facilities/Real Estate relationships and further positioning HP as a Trusted Advisor Financial/Business Acumen Exhibits authoritative business and financial acumen to develop meaningful business or operational recommendations HP Partner Resources Effectively accesses appropriate partner resources associated with a solution and guiding account strategy HPS/BU Business Context Understands the market segments sold into, the business challenges addressed by HP Consulting Solutions, and HP's strategy for market penetration HPS/BU Solutions Understands HP BU solutions in area-of-responsibility (i.e., what they consist of, product roadmaps, key technology concepts, and the competitive landscape in which they are sold) HP Consulting Solutions Interfaces Understands how services in area-of-responsibility fit within or interface with the sales of other solutions (i.e., other PL's/BU's and HP's partner strategies) Change Management Develops methods for supporting innovation and change across the organization Global Projection Represents HP across geographical boundaries with the cultural sensitivity and business maturity appropriate to corporate access and level of responsibility involved
