North European SW Solution Manager (m-f-d)
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The HP Solution organization is an organization focusing on the selling and solution design of transactional and contractual SW Solutions and Services to corporate, enterprise and public sector customers, either directly sold & delivered or via certified Channel Partners.
The organization operates in all of the Northern European Countries.
As part of the responsibilities, it is to provide functional and programmatic leadership to all SW Solution sellers and Professional Services Sellers. Working with the GTM Organization in Countries (EndUser & Channel) is critical.
The main objectives are
Establish and maintain engagement process
Drive sustainable growth in SW and Pro.Services Selling (Mainly Orders, but also TCV)
Qualify funnel - ensure deal progression
Drive Initiatives to grow SW business especially WXP
Ensure Pro.Services value Services are sold.
Liaison with the Sales Organizations
Influence Sales Compensation Metrics
Establish a virtual Team across all NE Geographies
Act as the NW Single Point of Contact for all SW & Pro. Services topics
In charge of SW & Pro.Serve reliable forecasting & gap planning
Orchestrate strong relationships into WW GSS SW and WW SW Category/GBU
Lead virtually the NW SW seller community
The role will report solidly into the Market GSS NE Solution Manager and will be dotted line into the WW SW Sales Manager.
Primary Responsibilities
Define and continuously optimize the engagement process
Define, together with GTM, strategies for non-T1 customers
Lead SW Solution Transactional Sales and Professional Services Sales virtually
Partner on VAS/SAR sessions
Drive strategic growth initiatives to:
Generate and qualify funnel (direct and indirect)
Increase win rates
Continuously optimize sales processes
Drive reliable quota achievement and business performance
Act as a mentor and advisor in complex SW deal cycles
Establish Best Practices
Work closely with Country GTM teams to maximize SW and Professional Services sales performance
Provide virtual people management and drive employee engagement incl. inputs to performance reviews
Oversee resource allocation and priority setting across markets
Collaborate closely with WW Centers of Excellence and and peer leaders
Foster strong cross-functional collaboration with internal departments (GBU, Customer Success, external Partners, etc.)
Actively contribute ideas and initiatives for automation and continuous improvement
Measures
SW Print & PS Sales (Orders/Quota)
Professional Services TCV & Orders
TAT to Qualify and Quote
Win Rate
SW & Pro.Serv Revenues
Funnel Size 4.x and Maturity
Employee Engagement Score
Profile / Qualification
Expert in Software (SW) and/or Professional Services Sales Management, with several years of experience in Software Selling and SW Sales Management (direct & indirect business models)
Strong proven track record in the Software industry, consistently driving growth, pipeline development, and revenue
Demonstrated ability to influence, shape, and execute Software Go-To-Market (GTM) strategies across countries and stakeholders
Solid NE market knowledge
Strong customer and channel partner orientation, with an excellent external perspective and deep understanding of indirect business models
Excellent presentation and communication skills
Strong expertise in sales methodologies, including solution and value-based selling approaches
Highly analytical and structured with a data-driven mindset
Excellent team player and influencer
Strong professional presence with a solid understanding of HP’ s business environment
Good financial skills and strong business acumen
Proven ability to operate effectively in a complex and fast-paced environment
Strongly results-driven with a strong execution focus
Willingness to travel
Highly adaptable and open to change
Business fluent in English
What do we have to offer?
Employee-oriented corporate culture - our « HP Way»: We value enthusiasm, regular feedback, trust and respect within our teams. We want to promote meaningful innovation within each and every employee by giving them the opportunity to grow from their mistakes and get new inspirations through collaboration in our regional/global teams
A well-adjusted work-life-balance due to flexible working hours and home office regulations
Attractive salary package with additional benefits, such as 30 paid leave days, company pension plans, a long-term time account, bike leasing, employee counselling programs, wellness initiatives etc.
Equal opportunities and continuous career development, e.g. as part of the global mentoring programs, e-learning platforms
Multiple Employee Impact Networks such as Next Generation Network, Women’s Network and Pride Network which organize interesting trainings and after-work events to expand your network
You are convinced to be a perfect match? Then join our HP family and apply now!
You want to know more about us? Then click here to get more insight into our «HP Way» :
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Job -
Sales
Schedule -
Full time
Shift -
No shift premium (Germany)
Travel -
25%
Relocation -
No
Equal 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).
Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.
For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “ Know Your Rights: Workplace Discrimination is Illegal"
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