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GMS Business Development Manager

Tokyo, Tokyo

At Hewlett Packard Enterprise, we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work. What sets us apart? Our people and our relentless dedication to helping our customers make their mark on the world.

We are a team of doers, dreamers and visionaries; inspired by our purpose and driven by our strategy. We live by our three values: partner, innovate and act.

Our legacy inspires us as we forge ahead, always pushing to discover what’s next. Every day is a new opportunity to advance and grow ourselves, our company and the industry. Some people call it an obsession, we call it a way of life.

What you need to know about the job

Job ID: 1072819
Date Posted: 1/13/2021
Primary Location: Tokyo, Tokyo
Job Category: Services
Schedule: Full time
Shift: No shift premium (Japan)

【組織概要】

HPEをリードするソリューションサービスポートフォリオであるGreenLake と 運用支援を中心にサービス開発とポートフォリオ管理、ならびに拡販等マーケティング活動を行い、新規ビジネス獲得をリードすることをミッションとする。また、HPE 他部門と連携し、上記ポートフォリオのビジネス予測やオーダー管理と分析を行い、短期・中期・長期のビジネスプラン策定を通じて、日本の市場あったサービスのカスタマイズや展開し継続的ビジネス成長のドライブもミッションとしている。

【募集背景】

WW HPE が推進するサービスカテゴリーの一つである運用支援サービス(GMS : GreenLake Management Service)のビジネス開発や拡販プログラム推進を強力にリードするメンバー、ならびに近年需要が高まっている Hybrid Cloud, Containers, DevOps といった分野の運用支援サービスの新規開発を積極的に進めるメンバーの補充が急務なため。

【職務内容】

  • GMS 年間 Order Budget 達成のためのプラン・プログラム策定と推進をリード

  • オンプレミスの As-a-service を提供する HPE GreenLake と協調した GMSビジネス促進

  • GMS のグランドデザインから実装ロードマップまで策定しデリバリー組織と連携

  • 営業や Solution Architect の提案支援

  • 関連するSIer やベンダーとの連携やサポート

  • HPE WW 組織と連携し、日本でのサービス導入からビジネス状況報告を実施

【このポジションの魅力】

  • FY18 から日本がWW 直下の組織になり、WW チームと直接コミュニケーションを取ることができ、サービスビジネスに関する知識や、英語を使ったコミニケーションスキルを習得することができ、将来のキャリアアップにつなげることができる

  • Pointnextのソリューションポートフォリオ、とくに WW HPEがフォーカスする  Everything as-a-serviceを深く理解することができ、将来サービスの開発や日本にあったマーケティング活動を自らリードすることでサービスビジネスができる

  • 自部門だけでなく、他部門との連携が多くあるため、サービスビジネス以外でのビジネスの進め方を吸収でき、人的ネットワークを築くことができる

【必須要件】

  • 運用支援サービスまたは IT サービスに対する 5 年以上のコンサルティング経験またはプロジェクトリード

  • 顧客や社内他部門に対する提案等の高いコミュニケーション能力

  • プレゼンテーション / ファシリテーションスキル

  • 英語でのコミニケーションスキル(TOEIC 630点レベルを期待)

  • 自らゴールとプラン設定ができ、積極的に行動するリーダーシップ

【その他(Want条件)】

  • 5年以上の SIerまたは運用支援ソリューション領域での営業経験、保守・ソリューションデリバリー、提案、構築経験またはコンサルティング

  • ビジネス部門、マーケティング部門での職務経験

  • 海外部門との業務経験

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

At Hewlett Packard Enterprise (HPE), we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work. Our legacy inspires us as we forge ahead, focused, and dedicated to helping our customers make their mark on the world.  What sets us apart? Our people. Our people’s relentless commitment to partner, innovate and act.  If solving the world’s biggest technology challenges sounds like the right career path for you, read on.

GreenLake Management Services (GMS) Business Development Manager is responsible for driving business growth by developing a new business or new ways to grow the revenue of the existing business.

Sounds like you? Then we have the right opportunity—we are looking for a Business Development Manager to join us! In this amazing role, you will be fundamental to our growth and continued success as you will focus on developing a new business or new ways to grow revenue with our existing clients. You will lead the Deal Pursuit team in preparing and communicating the customer business case/proposal for emerging markets, existing markets, and specific deals and support the Pursuit & account teams through opportunity creation and pursuit of strategic planning, qualifying mega deals, and developing and substantiating the services value proposition. You will develop innovative principles and ideas, and provide the business value selling expertise for specific solutions. If you have a track record of technology sales success, want to be part of a business area that is growing - with great opportunities, and are ready for your next role, then please apply today!

How you’ll make your mark:

• You'll design and deliver a growth plan that meets business goals for the GreenLake Management Services business area; including accountability for achieving revenue and order targets.

• You will conduct market research and qualify opportunities to intelligently focus on pursuit time, resources, and effort on winnable opportunities.

• You will develop positive client relationships and interest over the span of lengthy large deal cycles and continually build and reinforce the client's perception of our company as a credible partner through persuasion and education.

• Educating and engaging with others (EAMs, CBMs, Account team, Engagement Managers, Solution Architects, etc.) on the company business solutions, deal requirements, and barriers to facilitate effective pursuit strategies, RFP/RFI responses, successful closes, and client satisfaction.

• You can manage, mentor, and coach a virtual team across the geographic area to drive the business development activities and report on a regular basis the progress on growth.

About you:

  • You have significant experience in the IT industry with experience in developing new business opportunities and relationships with clients, at senior levels.

  • You have advanced knowledge of the Managed Services market, across different verticals in the industry

  • You are skilled in market research, pursuit strategy planning/building, client executive engagement, and interest generation.

  • You are confident in qualifying sales opportunities, business case and value proposition development, and matching to the right solution/ partner.

  • You have strong consultative selling skills (analysis, solution selling, relationship building).

  • You are a strategic thinker, able to meet and manage financial targets, and manage a team effectively.

  • You have a solid working knowledge about market size, scope, industry players, and the opportunities for technologies such as Hybrid Cloud, Containers, DevOps tools, and managed services market around these technologies.

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 the client's perception of the company as a credible partner through active persuasion and education.

  • Consultative & proactively position 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.

    • 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 Managed Service market, across multiple verticals in the market,

    • Knowledge & awareness of total company portfolio at value add level.

    • Strategic thinking/planning.

    • Creates the value proposition.

What we can offer you:

Extensive benefits, a competitive salary, and participation in the shared values and purpose that make Hewlett Packard Enterprise one of the world´s most attractive employers! At HPE, our goal is to provide equal opportunities, flexible work-life balance, and constantly evolving career growth.

If you are looking for challenges in an exciting, supportive, and international work environment, then we definitely want to hear from you. Continue the conversation by clicking apply now below, or directly via our Careers Portal at www.hpe.com/careers.

Join us and make your mark!

Find out more about us and follow us on:

https://www.facebook.com/HPECareers

https://twitter.com/HPE_Careers

HPE 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.

1072819


HPE is an equal opportunity employer/Female/Minority/Individual with Disabilities/Protected Veteran Status


Testimonials

My favorite thing about the culture here is the amount of collaboration that goes on throughout the company.

Chris Rasberry Finance Project Manager

With a company as vast as HPE, you never know what’s going to come up, so it keeps you on your toes, excited for the next challenge.

Kristine Steeter AMS HR Operations and Global Services VP

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Hewlett Packard Enterprise advances the way people live and work. What sets us apart? Our people. Our people's relentless commitment to partner, innovate, and act.

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