Business Development Manager - Hospitality

About Hewlett Packard Enterprise

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 varied 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.

Role Overview

Employment Type: Full time Location Type: Hybrid (average 2 days per week from an HPE office)

Job Family Definition

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. They collaborate with and support Account Managers and provide specialist expertise within the sales team. They drive proactive campaigns to build the pipeline, using specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. They may have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.

Management Level Definition

This role requires unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. You will contribute to the development of innovative principles and ideas, successfully operating in the most complex disciplines. You will provide highly innovative solutions and lead large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. You may participate in cross-division, multi-function teams and provide mentoring and guidance to lower-level employees. You will routinely exercise independent judgment in developing methods, techniques, and criteria for achieving objectives, and develop strategy and set functional policy and direction. While acting as a functional manager within your area of expertise, this role does not have direct reports as a primary job function.

Responsibilities

• Develops long-term sales pipeline to increase the company’s market share in a specialized area.
• Uses specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline and drive pursuit in the specialty area.
• Provides support to Account Managers.
• Sets direction for business development and solution replication.
• Creates and grows reference customers.
• Sells complex products or solutions to customers on a partnership basis.
• May act as a dedicated resource to a few strategic accounts.
• Services specialists may also be responsible for selling small outsourcing deals.
• For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher total contract-value renewals.
• Establishes professional, working, and consultative relationships with the client, including C-level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
• Maintains and uses overall cross-portfolio knowledge to support account leads with integration of solutions.
• Contributes to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
• Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, and metrics.
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

Education and Experience

• University or Bachelor's degree