Inside Sales Manager, HP Software
HP - Sunnyvale, CA

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1202788

Description

Managing the Business

Directs the overall sales operations in assigned area of responsibilities.

Plans sales programs to achieve business objectives established primarily by higher level sales management.

Achieves unit revenue and expense objectives within assigned area.

Actively develops robust, comprehensive plans and manages geography business plans to meet revenue goals/quotas.

Accurately portrays forecasts and communicates sales progress.

Builds, monitors and orchestrates sales pipelines to ensure continuous population of near and long term opportunities; manages the size, shape and quality of pipeline; analyzes overall win rates and win/loss ratios.

Critically assesses deals to ensure soundness and problem-free processing by HP back-end operations; Monitors the number of deals with TAS plan reviewed by managers.

Continuously monitors and improves area-of-control operations to ensure alignment with HPs business direction, the quality of business practices and optimum organization performance.

Provides direction and expertise to departmental teams and participates in cross departmental initiatives.

Leading & Managing Sales People

Motivates and supports sales teams in selling, including a high level of support in the pursuit and closing of deals.

Nurtures and advances the talent required to maintain HP sales force excellence within area of control.

Selling as a Sales Manager

Contributes to enduring executive relationships at the highest levels of the client's organization and establishes professional relationships and credibility with key IT and business executives in support of other established relationships with the client.

Strategize with and coaches their team on how to apply consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for HP.

Maintains current knowledge of industry, competitive research and information, and an understanding of the client's business challenges and industry trends and markets in order to position and map HP capabilities that align to client business objectives and initiatives.

May also manage other functions in addition to sales

May own full P&L or contribution margin for a country or defined area within a country

Assists in the recruiting, training and development of Sales Representatives

Participates in investment decisions in pricing and resources

Typically manages 3-6 first level managers directly; total sales headcount of 20-50

Qualifications

Education and Experience Required:
University or Bachelor's degree; advanced or Master's degree preferred

Typically 10-12+ years of directly related management experience and work results including success in achieving progressively higher quota or other sales related goals

Demonstrated level of project management skills

Additional specialized knowledge in breadth and/or depth

Knowledge and Skills Required:
In addition to core selling skills.

Business Management

Strategic Planning

  • Translates business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control Aligns area-of-control account and market opportunities with upstream strategic plans and metrics
Sets sales priorities and establishing these as the focus of individual or sales team activities

Execution

  • Actively manages business plans to meet revenue goals/quotes and advance the business interests of HP Determines if an opportunity is profitable for the company
Forecast/Budget Control

  • Tracks and manages rolling forecasts and budgets to ensure timely and accurate roll-ups
Pipeline Management

  • Builds, monitors and orchestrates sales pipelines to ensure continuous population of near- and long-term opportunities Balances quick wins against longer sales-cycle opportunities to ensure both immediate wins and long-term profitability for HP
Operations Building/Improvement

  • Continuously monitors, troubleshoots and improves area-of-control operations to ensure alignment with HP's business direction, the quality of business practices, optimum organizational performance and a highly motivated sales force
Sales Development

Resource Brokering/Allocation

  • Collaborates across HP within the field to access, facilitate and direct the use of resources needed for effective selling
Sales Facilitation

  • Applies influence and organizational savvy to advances sales opportunities externally, with clients, and internally within HP
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Establishes HP's account presence and extends the customer's account penetration to executive levels; Accompanies sales reps on calls to demonstrate and model effective selling skills

Strategic Account Leadership

  • Actively drives key enterprise and strategic account activities - promotes vision and models executive relationship building practices to build enduring partnerships and account share/penetration for HP
Workforce Management & Development

Supervision

  • Assesses and manages employee performance to ensure individual and group excellence Builds individual and group commitment to business goals and personal excellence
Coaching

  • Personally develops employee performance to ensure individual and group excellence
Coaches and develops sales personnel in such activities as solution selling or relationship building

Reviews, brainstorms, validates, and troubleshoots selling strategies for individuals & account teams

Skill Development/Enhancement

  • Sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force
Workforce Planning

  • Actively monitors, identifies and addresses sales and resource capability gaps within area-of-control Manages "span of control" issues to ensure such goals as adequate account coverage, employee retention, effective succession planning, and optimum implementation of workforce re-alignment models
Career Planning and Development -

Nurtures and advances the talent required to maintain HP sales force excellence within area-of-control

Customer Face-Time

Proactively develops and nurtures solid CxO-level relationships in key accounts as a basis for expanding HP's business-partnering presence

Solidifies an enduring partnership with key accounts through such strategies as active monitoring of customer satisfaction, speedy problem resolution, and advance communication of beneficial HP initiatives or solutions

Strategic Business Planning -

Manages the top- and bottom-line - monitors discounts and margins involved in individual deals to align them with group performance

Works with others to create mechanisms that shift the focus from "low-hanging," immediate wins to recognizing and providing incentives for large deals/wins

Understands industry drivers and the customer base better to bridge HP solutions with account-relevant problems and opportunities

Builds stronger internal relationships with other groups to ensure seamless selling of

total

HP solutions and to establish clear expectations for resource alignment and support

Develop effective counter-measures and messages

Builds clear strategies for working with key accounts to pursue and close major opportunities, including clear identification of tactics for accelerating progress through the pipeline

Sales Team/Individual Coaching -

Provides better coaching and mentoring opportunities - less improvization, more planful, more call-related modeling

Reviews and provides counseling on account-team deals

Leverages personal sales experience to participate in pursuit planning for key accounts

Strengthens the alignment of account-team activities and priorities with management's business mission and goals

Assesses account teams for strengths/challenges and ensures that the team capitalizes on individual strengths, while compensating for individual challenges

Ensures that sales reps are trained on corporate tools and systems to ensure efficient use of time, better data collation, and elimination of the "management by spreadsheet" cycle

Vertical Industry Acumen -

Develops and exercises a deep understanding of business dynamics within area of control, as a basis for informed business decision making

Solution Selling -

Approaches selling from a business solution perspective to ensure that HP products and services accurately address the customer/client's true business need in terms of type, scope, level

Change Management -

Develops methods for supporting innovation and change across the organization

Leadership -

Able to lead effectively in a complex and political environment, and deliver results; Able to influence without direct authority; Able to balance between competing priorities and be flexible and creative; Drives team performance to best in class

Job

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Sales

Primary Location

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United States-California-Sunnyvale

Other Locations

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United States, United States-Colorado

Schedule

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Full-time

Job Type

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Experienced

Shift

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Day Job

Travel

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No

Job Posting

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Nov 5, 2013

About this company
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Hewlett-Packard Company, or HP, is a multinational information technology corporation headquartered in Palo Alto, California, USA. HP got...