BDM Advisory & Professional Services

Hewlett Packard Enterprise (Jakarta JK, Indonesia) 15 days ago

Hewlett Packard Enterprise advances the way people live and work. We bring together the brightest minds to create breakthrough technology solutions, helping our customers make their mark on the world.

Our new innovative IT services organization is HPE PointNext (PN).  We have the expertise to advise, integrate, and accelerate our customers’ outcomes from their digital transformation.

The Cloud Customer Success Manager (CSM) role leads the contract account team to meet the customer’s requirements for quality, speed, and cost while meeting the company's internal metrics in terms of financials and customer satisfaction on Public Cloud services and offerings. Serves as the contract’s principal representative to the customer, making business decisions and contractual commitments on behalf of the company.

Responsible for driving business growth by developing new business or new ways to grow revenue of existing business. Leads the Deal Pursuit team in preparing and communicating the customer business case/proposal for emerging markets, existing markets, and specific deals. Guides Pursuit & account teams through opportunity creation and pursuit strategic planning, qualifying mega deals, and developing and substantiating the services value proposition. Leads the development of innovative principles and ideas, and provides the business value selling expertise for specific solutions. Devises and executes a growth plan that meets business goals for a given geographic and/or service business area; including accountability for achieving revenue & order targets. Builds high-quality funnels that generate customer demand in partnership with marketing & sales.

Job Family Definition:

Responsible for driving business growth by developing new business or new ways to grow revenue of existing business. Leads the Deal Pursuit team in preparing and communicating the customer business case/proposal for emerging markets, existing markets, and specific deals. Guides Pursuit & account teams through opportunity creation and pursuit strategic planning, qualifying mega deals, and developing and substantiating the services value proposition. Leads the development of innovative principles and ideas, and provides the business value selling expertise for specific solutions. Devises and executes a growth plan that meets business goals for a given geographic and/or service business area; including accountability for achieving revenue & order targets. Builds high-quality funnels that generate customer demand in partnership with marketing & sales.

Management Level Definition:

Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.

Responsibilities:

  • Leverages market research to intelligently focus pursuit time, resources and effort on winnable opportunities.
  • Rigorously qualifies large opportunities for active pursuit based on the probability of success and the intelligent allocation of the company's resources.
  • Develops client relationships and interest over the span of lengthy large deal cycles and continually builds & reinforces client's perception of the company as a credible partner through active persuasion and education.
  • Consultatively & proactively positions the company early in deals to influence client strategy and shape deal (RFP) requirements towards the company's strengths. Move towards Sole Source.
  • Develops and champions the business justification for the company services to ensure a successful engagement based on critical case review.
  • Actively educates & engages with others (EAMs, CBMs, Account team, Engagement Managers, Solution Architects, etc.) on the company business solutions, deal requirements & challenges to facilitate effective RFP/RFI responses, successful closes and client satisfaction.
  • Crafts pursuit strategies that masterfully guide account team pursuit activities across often lengthy sales cycles.
  • Leads and manages a virtual team across the geographic area to drive the business development activities and report on a regular basis the progress on growth.
  • Acts as lead for coaching/mentoring.

Education and Experience Required:

  • Typically 10+ years in the Services Industry and 3+ years in developing new business opportunities with clients, preferably with the CxO level.
  • Advanced University degree preferable.

Knowledge and Skills:

  • Advanced Opportunity Prospecting.
    • Market research & analysis.
    • Pursuit strategy planning/building.
    • Client executive engagement & interest generation.
  • Sales and Opportunity Building.
    • Qualification & development of new .
    • Opportunities - large deal .
    • Due diligence skills, positioning and deal-shaping.
    • Deal Advancement.
    • Business case development.
    • Consultative sales support.
    • Custom Services Education.
    • Client awareness creation, large Account Team influencing and enlistment.
    • Ensure we have the company solution and Industry alignment.
    • Capabilities of the company's partners (range and type).
    • Consultative selling (analysis, solution selling, relationship building).
    • The company sales knowledge.
    • Strong leadership skills.
    • C-level partnering, resource optimization, prioritizing.
    • Solution Skills such as vertical industry core concepts, processes, trends, and pressures.
    • Sales Skills such as negotiating, proposal development, and account planning.
  • General Business Acumen.
    • Financially savvy to meet financial targets.
    • Advanced knowledge of company service product, particular vertical industry, particular service business area, or solution specialty
    • Knowledge & awareness of total company portfolio at value add level.
    • Strategic thinking/planning.
    • Creates the value proposition.

If you are…

• Good at partnering, innovating, and making things happen. You are aligned to our core values.

• Holding an advanced university degree

• Able to develop short-term strategies and partnerships by using market research and analysis

• Experienced in selling, negotiation, proposal development and account planning

• An exceptional communicator and presenter to reach awareness of the total HPE portfolio

Join us and make your mark!

We offer:

• A competitive salary and extensive social benefits

• Diverse and dynamic work environment

• Work-life balance and support for career development

• An amazing life inside the element! Want to know more about it?

Then let’s stay connected!

[...] is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We
are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and
skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit,
and business need. Our goal is to be one global diverse team that is representative of our customers, in
an inclusive environment where we can continue to innovate and grow together.

1105640

This role has been designated as ‘Edge’, which means you will primarily work outside of an HPE office


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