HP's Retail Solutions Business Unit is focused on building products and solutions that address the unique needs of the Retail and Hospitality verticals. As a leader in the industry, HP has #1 market share in retail solutions technology. Our success is driven by a laser-focus on the customer needs, driving innovation that enables new in-store experiences and developing a best-in-class ecosystem of co-development and GTM (Go To Market) partners.
The Retail Segment Business Development Manager provides subject matter expertise and insight regarding the technology and solution needs of retailers across all tiers, segments and geographies. Other key responsibilities include:
Building out the GTM ecosystem of partners (including ISV's (Independent Software Vendors), SI's (Systems Integrators) and VAR's (Value Added Resellers) to drive a preference for HP Retail Solutions.
Sales enablement; working directly with our Retail Solutions Sales Specialists across multiple geographies to support customer and partner-facing sales engagements.
Providing subject matter expertise and domain knowledge to the business strategy and product development process
Co-leading the Retail Solutions Enhanced Services Strategy team with a focus on accelerating the growth of our Services business.
Other key aspects of the role include:
Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Leads large, cross-division functional teams or projects that affect the organization?s long-term goals and objectives. Actively participates in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.
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 HP's resources.
Develops client relationships and interest over the span of lengthy large deal cycles and continually builds & reinforces client's perception of HP as a credible partner through active persuasion and education.
Consultatively & proactively positions HP early in deals to influence client strategy and shape deal (RFP) requirements towards HP's strengths. Move towards Sole Source.
Develops and champions the business justification for HP services to ensure a successful engagement based on critical case review.
Actively educates & engages with others (EAMs (Enterprise Account Managers), CBMs (Current Business Management, Account team, Engagement Managers, Solution Architects, etc.) on HPS 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.
Sales and Opportunity Building.
Qualification & development of new .
Opportunities - large deal .
Due diligence skills, positioning and deal-shaping.
Business case development.
Consultative sales support.
Custom Services Education.
Client awareness creation, large Account Team influencing and enlistment.
Ensure we have HP Solution and Industry alignment.
Capabilities of HP's partners (range and type).
(analysis, solution selling, relationship building).
HP 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 HP service product, particular vertical industry, particular service business area, or solution specialty
Knowledge & awareness of total HP portfolio at value add level.
Creates the value proposition.