Business Development Executive - HP Collaboration Solution (SME)

Location(s):
Reading, Berkshire, United Kingdom
No additional locations
Category: Sales
Job ID: 3068935
Posted: 4/7/2021 7:00:00 AM

HP Inc’s vision is to create technology that makes life better for everyone, everywhere, every person, every organization, and every community around the world. This motivates us to invent and engineer experiences that amaze. Be part of a key growth initiative within the #1 Commercial PC business in the world!

Regarded as a subject matter expert,  this is a critical role in helping to drive customer opportunities and deal engagement for conferencing purpose built solutions , as well as helping define and execute high-impact channel strategies and programs, partner opportunities, and business development initiatives to grow the business. Must have strong UC and/or A/V technical expertise to lead collaboration solutions for meeting rooms.  

Lead pursuit opportunities and collaborates with and support HP/Channel account managers and provide specialized expertise within the sales team.  Help develop & drive proactive campaigns to build the pipeline with HP partners and uses specialized knowledge and consults Subject matter expert in key customer engagements to win new business as well as ensure customer success of Pilots and big deals.  

Partners with account management, and external partners to identify opportunities to grow our revenue stream in meeting room solutions and change our approach from device centric to solution/user/experience centric approach. Executes go to market strategies and provides leadership to business and regional management on success factors and opportunities.

Responsibilities:

BUSINESS AND CHANNEL DEVELOPMENT: Building HP channel partner relationships and driving marketing plans with key partners (i.e. channel partners, solution partners), in the collaboration space. Identify new partners, recruit, and build plans to drive collaboration solutions in the UK&I market. CUSTOMER EVANGELISM: Customer facing role helping sales & account managers to engage in pitching the customer with need for collaboration solutions, evangelizing new HP solutions for various meeting/collab spaces, and gaining insights on customer challenges and opportunities. Focus on Solution selling (Conferencing Devices, D&A, Services). Conversant in collaboration topologies – Unified Communications Infrastructure, Enterprise Voice Landscape, IT infrastructure understanding. DEAL/PILOT ENGAGEMENT: Focus on driving awareness, technically supporting PoC/pilots and closing deals with the end-user customers. Collaborate closely with the wider Technical Consultant community, services and product category team.  Ensure customer success of POCs/pilots and big deals.

Responsibilities to include:

  • Responsible for supporting the creation and driving of sales pipeline.

  • Maintain knowledge of competitors in account to strategically position HP's products and services better.

  • Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.

  • Provide support to Account managers and provide input regarding business development and solution expertise.

  • Support direct customer, partner engagements with technical expertise to succesful conclusion POC’s/pilots.

  • Development of quota objectives and future direction for defined product category.

  • Some specialists also responsible for selling outsourcing deals.

  • Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.

  • Work with and leveraging external partners to deliver sales.

  • Directs or coordinates supporting sales activities.

  • Working with the wider collaboration solutions organisation to share experiences, strategies and ideas to grow the overall collaboration solutions revenue stream.

Skills:

  • Experience with collaboration and Unified communications solutions

  • Proven history of consistently high levels of outcome-driven performance

  • Strong customer facing and/or channel experience, and ability to build relationships, trust, manage and exceed expectations

  • Passion for networking and strategic deal making

  • Excellent verbal and written communication skills -able to deliver strategic presentations at the CxO level as well as demonstrate strong technical acumen with working teams.

  • Demonstrated ability to deliver results from stakeholders in a cross-functional organization.

  • Exceptional interpersonal skills and the ability to develop strong working relationships inside and outside of HP

  • Ability to manage multiple projects and timelines simultaneously with minimal supervision

  • Previous business development and Go to market experience

  • Strong execution and program management experience

  • Innovative and strong problem-solving mindset

  • Comfortable within a fast paced, highly dynamic environment

  • Travel required

So please come and test your credentials with the best, it could be your time to shine.

Thanks for taking the time to review our job, if you think it is a match to your experience and interests please apply today— we are eager to learn more about you. If you know a friend who may be a fit for the position, please refer them.

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