Within the HP ES Applications business, the role of Business Developer is critical in driving our successful growth of the Applications Services Business, working hand-in-hand with both our Applications Delivery teams and our Go-To-Market/Sales teams. The role employs the candidate who has specific Industry Expertise/Applications Capability insight, in working with Sales & Solutioning, shaping applications opportunities for clients, building relationships and aligning HPs portfolio to meet client business needs. Using tried and tested business development tools, processes and backed up by a global footprint the role of Business Developer provides significant opportunities for serving HPs strategic business goals and for personal and professional development.
Works with customer IT, LOB and CxO management to develop an accurate understanding of business needs
Identifies business value creation implications
Identifies customer-wide IT and business parameters and constraints that impact the solution
Identifies probable competition and evaluates relative HP strengths
Solution Planning and Design
Architects an appropriate technical solution to meet the customer's requirements
Optimizes a solution's fit to the requirements of an opportunity plus the broader customer IT strategy
Adapts solution design to new requirements
Establishes the validity of a solution and its components with both short and long term implications
Identifies the growth path , scalability options and implications for customer IT strategy and/or related LOB implications of a solution and includes these in design activities and account planning
Optimizes a solution to maximize HP competitive advantages
Builds strong professional relationship with key IT and LOB executives globally
Communicates the value of HP technology in business terms
Understands and addresses CxO issues in relevant business terms
Applies strong consultative selling techniques to advance opportunities
Is perceived as a trusted technical advisor by the customer
Manages problem resolution and customer satisfaction issues through strong partnering capabilities
Effectively communicates and articulates the details of their component roles in a proposed customer solution.
Account team collaboration
Actively participates with the account team in account and opportunity planning on a global basis
Provides solution advice, drives proposals, presentations, and other customer communications during pursuit
Transfers knowledge to account team
Understands the roles and effectively directs other teams and resources within HP and partners
Applies technical skills to identifying overlooked opportunities within the account
Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design
Education and Experience Required:
Technical University degree or Bachelor's degree; Masters degree preferred.
Typically 12+ years experience in technical consultative selling and solution/account management.
Technical and solution experience in IT industry.
Experience in vertical industry such as Financial Services Institutions, Telcos or Public Sector.
5-10 years working experience in project/program management.
Appropriate solution or career certifications.
Deep industry knowledge (specific to Nigeria) and broad ABS portfolio knowledge
Experience in building a pipeline of qualified opportunities and proposing solutions to senior client leadership.
Knowledge and Skills Required:
Demonstrates expert knowledge of HP's technology & solutions
Leverages HP solutions to support customer IT strategic directions, creating extensive customer business value
Applies deep understanding of technical innovations & trends to solving customer business problems
Establishes thought leadership in solution or technical specialty area with customers
Demonstrated ability to work as the lead for large complex projects
Has a high level understanding of the HP services roadmaps for multiple BU's, and deep knowledge in area of specialization
Has demonstrated hands-on level skills with some of the technology
Demonstrates skilled use of financial and capital investment concepts in justifying HP solutions that create business value for the customer
Utilizes deep knowledge of customer value chain and business requirements to create and propose solutions
Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals
Understands business metrics and drivers for multiple levels of customer management and appropriately tailors communications to demonstrate value
Demonstrates strong communications skills with IT and LOB managers, as well as C-level executives
Leverages deep understanding of the competition - both positioning strategy and technology - to create competitive advantage for HP