General Business Development Manager (f/m)
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The Global Business Development Manager (GBDM) leads global opportunities for acquisition and retention customers. The GBDM provides pan‑HP leadership to leverage customers to drive positive customer outcomes with stakeholders. The GBDM develops integral customer solutions across country, regional and global virtual teams.
Client / Account Relationship
- Researches and understands the client’s industry.
- Deeply understands client business strategies and challenges.
- Acts as a trusted advisor to client leaders, aggressively shapes deals early in the sales cycle.
- Advances opportunities that result in profitable revenue growth for HP.
- Demonstrates breadth and depth of knowledge in aligning HP capabilities to client business and IT priorities, and positioning relative to competitors.
- Leverages existing engagements and run‑rate business to seed and grow new opportunities.
- Maintains excellent communications with customer executive management across the globe.
Business Management
- Global expertise resource for District Sales Managers and Global Account Managers to drive senior level customer engagement and sales.
- Collaborate and lead HP solution opportunities.
- Gather and assess customer global technical requirements within Global offer.
- Actively support the account team with global solution input.
- Proactively deliver and present customer Global Program solution set.
- Develop and establish validity of the Global Offer (products, software, Device as a Service, Managed Print Services, Global System Integrators, B2B solutions) and ensure business solution has internal cross‑region global agreement.
- Subject‑matter expert on competitive capabilities.
- Negotiate pan‑HP business terms for general contracts and review inbound contracts.
- Provide expertise to the Sales Team during the life of a contract to maximize revenues and margin.
- Cross‑regional coordination and management of all inbound opportunities from presales to won stage.
- Subject‑matter expert on Channel and Direct selling motions.
- Subject‑matter expert on all global related legal issues for outbound and inbound contracts.
- Subject‑matter expert on SOX compliance.
- Ensure global sales coverage for new or expanding accounts.
- Advise on e‑Business best practices.
- Global program training lead to region integral segment sales.
Key Interaction
- Customer: IT Director, Procurement, Vendor Management.
- Third Party: Global Reseller Alliance partners, Alliance and Global System Integrators, 3rd Party solutions.
- Internal: Global Account Managers, Sales specialists, Print Sales Specialist, Regional Bid Desk, Factory Services, Worldwide and Region Category, Legal, Operations, Channel, Worldwide functions, Region - Country & District Sales Management.
- Actively identifies opportunities to assist peers regionally in area of expertise (e.g., writing white‑papers, success stories).
Team Collaboration
- Actively supports the account team with solution advice, proposals, presentations, and other customer communications.
- Analyzes and provides support to deals in the pipeline where needed.
- Understands the roles and affectively engages other teams and resources within HP and partners.
- Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.
Knowledge and Skills
Account / Business Development
- Uses consultative, solution selling and business development skills at the CXO level to align the client's business needs with HP's solutions.
- Adept at advanced sales negotiations and positioning.
- Demonstrates solution value under pricing pressures from customer IT and procurement professionals – proactive presentation of value solutions.
- Demonstrates strong presentation and communication skills at the executive level.
- Adheres to SBC (Standard Business Conduct) and HP's code of ethics.
Technical / Solution Acumen
- Demonstrates a broad knowledge of HP's technology & solutions, with expertise in contract negotiation, FX, MS Dynamics, PowerBI, B2B, ERP, and related technologies.
- Knowledgeable in competitive solutions.
- Applies productivity‑enhancing tools and processes.
- Solid credibility with HP's business units and account teams based on history of solid results and contributions.
- Demonstrated ability to work as the lead for large complex projects.
Education and Experience Required
- Technical University or Bachelor's degree.
- Typically 5-10 years experience in technical consultative selling and account management.
Seniority Level
- Mid‑Senior level
Employment Type
- Full‑time
Job Function
- Sales and Business Development
Industries
- Computer Hardware Manufacturing
- Software Development
- IT Services and IT Consulting
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