Hewlett Packard Enterprise Company Regional Telco Business Development Lead in Houston, Texas
Regional Telco Business Development LeadPrimary LocationHouston, Texas, United States; Fort Collins, Colorado, United States
What you need to know about the job
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.
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What you need to know about the jobJob ID1028815Date posted7/11/2018Primary LocationHouston, Texas, United States; Fort Collins, Colorado, United StatesOther locationFt. Collins,Colorado,United States of AmericaJob CategoryMarketingScheduleFull timeShiftNo shift premium (United States of America)
Hewlett Packard Enterprise is an industry leading technology company that enables customers to go further, faster. With the industry’s most comprehensive portfolio, spanning the cloud to the data center to workplace applications, our technology and services help customers around the world make IT more efficient, more productive and more secure.
We are looking for a Regional Telecommunications expert to lead strategic Pursuits and Business Development in the Americas
The addressable market for HPE Servers and especially Servers in telecommunication infrastructure is growing, in particular as a consequence of Network Function Virtualization (NFV) where HPE has been a leading player since its inception in 2012.
Telecommunication Service Providers increasingly demand that their network be structured as a set of applications executing in a “converged infrastructure for telecommunication” or “Telco Cloud”. Strategic decisions relating to this infrastructure will therefore increasingly be separated from the choice of application solution providers.
To continue to accelerate the growth of HPE’s Hybrid IT leadership in Telco, we are therefore looking for business development manager that can work with telecommunication service providers, SI partners and ISVs to promote and create preference for HPE infrastructure as the basis for the carrier’s future network.
The successful applicant will be based in the US to support HPE account teams in HPE’s Top50 Telco account in the Americas.
Work with target accounts in region to promote the value of HPE Hybrid IT offerings, with a primary focus on NFVi Blueprints
Develop C-level client relationships and create a preference for HPE’s infrastructure for their network evolution through active persuasion and education
Consultatively & proactively position HPE early in deals to influence client strategy and shape deal Request for Proposal (RFP) requirements towards HPE’s strengths
Based on insight gained in ongoing relationship, identify new leads for HPE, and more specifically position HPE infrastructure as the alternative in planned deployments by vendors such as Cisco and Huawei who would typically deploy their own server offering
Work as a core member and trusted advisor in the HPE account teams, closely aligning efforts with Account CTs and AEs. Proactively secure HPE Account teams position HPE Telco infrastructure capabilities consistently with Hybrid IT Telco strategy
Craft pursuit strategies that masterfully guide account team pursuit activities to build opportunities across lengthy sales cycles whilst aligning with the Hybrid IT Telco strategy
Work with HPE partners, ISVs, and integrators to engage client pursuits not necessarily lead by HPE
Participate in development (with regional ISVs in particular) of the HPE’s NFVi ecosystem for Telecommunications
Serve as a conduit of market requirements and information from market back to Product and solutions management in HPE Telecom Segment and NFV Solution business
Support WW BDM Lead for Pipeline tracking
Value and quality of new opportunities (proactively created or identified) for the carrier network infrastructure
Pipeline growth for HP Servers in carrier’s network structure
HPE revenue growth originating from Carrier Network renewal or build out where purchasing decision has been influenced by the BDM
Inclusion of Hybrid IT Telco strategy in account business plan
Expertise and skills required
15+ years of experience in the telecommunications industry.
Significant and proven C-Level communication capabilities required.
Excellent customer relationship skills; able to establish and maintain stability and credibility with customers through multiple product developments and organizational changes.
Deep technical knowledge of all aspects of telecommunications, both from a network and IT perspective, and the role of Network Functions Virtualization (NFV)
Ability to articulate business value of complex technical solutions
Excellent oral and written communication skills.
Knowledge of the HPE business structure – from the global business unit through to the sales, services, and supply chain organization.
Deal based partner management experience
Ability to lead and contribute to complex cross-organizational teams
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.