Competitive Defend Business Development Leader

Industry: Technology


8 - 10 years

Posted 221 days ago

This job is no longer available.


At HPE, we bring together the brightest minds to create breakthrough technology solutions and advance the way people live and work. Our legacy inspires us as we forge ahead dedicated to helping our customers make their mark on the world.

We’re solving the world’s most complex challenges, and our people are at the forefront of progress. In a Sales role at HPE, you’ll play a part in building the future – one big idea at a time. You’ll be selling HPE products, services, software, or solutions to customers, both directly and indirectly. Working at HPE, you’ll have the resources to develop your talent and creativity. Are you ready to unleash your potential?

If you are the successful candidate for this position you will be responsible for driving business growth by retaining existing business, and driving HPE Pointnext value of services messaging. You will lead the Deal Pursuit team in preparing and communicating the customer business case/proposal for emerging markets, existing markets, and specific deals. You can expect to guide Pursuit & account teams through opportunity creation and pursuit strategic planning, qualifying mega deals, and developing and substantiating the services value proposition. You will lead the development of innovative principles and ideas, and provides the business value selling expertise for specific solutions. You will devise and execute a growth plan that meets business goals for a given geographic and/or service business area; including accountability for achieving revenue & order targets. You will also build high-quality funnels that generate customer demand in partnership with marketing & sales. You will work across HPE teams to create and operationalize HPE’s value messaging of “why HPE support” across our teams and clients.


  • Leverages market research to drive growth agenda.
  • Works with focused program managers to drive business growth both in existing and new market segments and accounts.
  • Rigorously qualifies opportunities for active pursuit based on the probability of success and the intelligent allocation of the company's resources.
  • Continually builds & reinforces client's perception of the company as a credible partner.
  • Consultatively positions the company early in deals to influence client strategy.
  • Develops and champions the business justification for complex service solutions to ensure a successful engagement.
  • Educates account team about service solutions to increase their understanding and appreciation of its contribution to overall client account retention and the company profitability.
  • Help Sales to position the value of the support service program.
  • Manage lead generation activities of the business program.
  • Fulfill a coaching/mentoring role towards the countries to help build local business development skills.

Education and Experience Required:

  • Typically 7+ years in the Services or Solutions business, Sales, Business Development or Engagement.
  • Advanced University degree preferable.