Accountable for the Total Contract Value (TCV) quota in the territory assigned, this position is responsible for sales development activities, deal qualification, deal strategy, pricing, negotiation and signature of Direct Market Services and Solutions (MSS) contracts across all segments. This individual also ensures that all Direct MSS contracts have the required Terms and Conditions to convert the TCV booked into Revenue and Gross Margin. Key metrics are: TCV, Pricing Margin and Employee Engagement. Business Acumen
Experience managing a complex portfolio of annuity services of $100+ million in TCV, and preferably with the Federal Government and Enterprise customers
Track record of managing large Solution/Services led deals, including combination of multi -business unit/product line, and multi-region engagements
Knowledge of deal P&L, financial concepts and contract law
Proven ability in working across organizations to drive the desired results
Customer Facing Skills
Experience in developing executive level customer relationships, including effective negotiation, presentation and communication skills at executive levels
Develops strong customer relationships at executive levels and strives to become a trusted advisor for key customers
Serves as HP representative making business decisions and assuming contractual commitments for the Market Services and Solutions business
Represents HP in customer engagements/events
Manages customer escalations effectively and drives issues to resolution
Leadership Skills
Leads and manages according to the HP Leadership Principles and Practices
Builds positive and collaborative relationships with other organizations within HP
Develops and qualifies internal/external talent pool and recruits individuals with skills and potential to contribute to the business
Coaches and mentors team members and supports their career development plans
Encourages the adoption of the 'Challenger Sales Model' for Service/Solution led selling
Prioritizes and accelerates decision making processes by analyzing the available information
Demonstrated ability to lead teams through major changes (organizational/business model changes). Acts as a change agent
Managed Services Knowledge
Ensures compliance with all the processes and procedures related to the Market Services and Solutions cycle
Understands the market dynamics and trends. Prioritizes and makes timely investments and resource allocation based on available market data and business climate
Knows the main solution providers (partners, competitors) and their strengths and weaknesses
Understands customer business problems and identifies potential solutions within HP's solutions portfolio. Has general knowledge of Pan-HP industry solutions
Education & Experience Recommended
Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
Typically has 10+ years of job-related experience or 8-10 years of management experience, preferably in sales, business development, or a related field.
Cross-Org Skills
Customer Centricity
Prioritization
Resilience
Team Management
Strategic Thinking
Impact & ScopeImpacts large functions and leads projects requiring knowledge of multiple disciplines or areas of HP.ComplexityUses managerial concepts and company objectives to resolve highly complex issues in creative and effective ways. May achieve goals through subordinate supervisors.DisclaimerThis job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.The on-target earnings (OTE) range for this role is $177,100 to $272,750 annually, with an 80/20 mix. There are additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only). Pay varies by work location, job-related knowledge, skills, and experience.Benefits:HP offers a comprehensive benefits package for this position, including:
Health insurance
Dental insurance
Vision insurance
Long term/short term disability insurance
Employee assistance program
Flexible spending account
Life insurance
Generous time off policies, including;
4-12 weeks fully paid parental leave based on tenure
13 paid holidays
Additional flexible paid vacation and sick leave (US benefits overview (https://hpbenefits.ce.alight.com/) )
The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.Job Posting Expiration Date: 11/08/2024Equal Opportunity Employer (EEO):HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).
