Business Development Manager

Business Development Manager

This role has been designated as ‘Office’, which means you will primarily work from an HPE office.

A **Category Manager **drives profitable business growth. Ensures end-to-end management of a Service category across its lifecycle and ensures improved service-to-segment mapping with respect to revenue, gross margin, and service-offering. A **GEO Category Manager **executes the category strategy (across portfolio offering, positioning, placement, and pricing) in the GEO/country.
- Manages NPI/ NSI in geos and ensure sales readiness in geography.
- Implement global business initiative in GEO and drives and leads local key business initiatives to drive services order / revenue growth. In case of gaps drive GEO specific recovery/ acceleration plans
- Segment and portfolio heat mapping
- Drives business opportunities for the offer and implements local activities
- Evangelizes and promotes the offer within the sales teams and customer/ partner events
- Performs Lifecycle management, cross sales motion, cross RTM
- SPOC for GEO sellers for every aspect of the offer
- Solicits feedback from customers/ partners on competitiveness and needs and provides feedback to WW category team

**Major Tasks**
- E2E responsibility for one of the following categories: Volume compute specific services portfolio, Value compute specific services portfolio, Storage specific service portfolio, Networking specific service portfolio, Lifecycle Services, Packaged Consulting Services (PCS), Multivendor, Server/ 3rd Party SW.

E2E responsibility means the category manager is the expert for the offer - service content as well as all processes around them from offer creation to order booking.
- SPOC for local Sales
- Identifies local target customer based on global guidance + geo specific segments
- Executes the global launch plan
- Executes global action plan to maximize order volume
- Yearly and quarterly category growth plan for the GEO
- Identifies and sizes additional opportunities specific to the local market and develops/ executes an initiative plan to maximize business across all RTM and per sales motion.

Actions could include promotions, bundles, call out activities, account identification.
- Test new approaches/ new material with some sellers/ customers/ partners before broader rollout and industrialization
- Represents the portfolio in customer/ partner events and trainings
- Communicates the end customer as well as the partner value proposition
- Supports deal shaping and secures the customer gets the best service offer pending their use case
- Drives funnel growth, understand funnel size and shape for their offer and key deals
- Provides competitive insight and trains sales how to sell-against
- Executes the sales enablement plan, using the global sales enablement material and sales collateral for end user sales and channel. Localizes the material as needed
- Provides training to local sales team based on global material
- Approves contractual discounts, central procurement requests
- Supports piloting for new offers

**Metrics**
- Orders and revenues for the respective category (Across category and RTM)
- Funnel for the respective category
- Discount/ order and revenue gross Margin for the respective category
- Sales readiness: Feedback from GEOs (timeliness, quality and completeness of material)
- Deal win rate
- ROI on action plans

**Key contacts**
- Services sales
- Segment sales
- Sellers (Attach leaders dual heading with product specific cat man responsibilities, otherwise attach specialists)
- Channel teams
- Global Category teams
- HW category Team (product specific services)
- GEO Client Services Team
- Account Services
- Engagement & Pursuit

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

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.

**Job**:
Services
**Job Level**:
Specialist

**Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.**

HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.