NA Public Sector and Canada Print Pursuit Manager
Description -
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 & Scope
Impacts large functions and leads projects requiring knowledge of multiple disciplines or areas of HP.
Complexity
Uses managerial concepts and company objectives to resolve highly complex issues in creative and effective ways. May achieve goals through subordinate supervisors.
Disclaimer
This 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)
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: 11/08/2024
Job -
Sales
Schedule -
Full time
Shift -
No shift premium (United States of America)
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.
If you’d like more information about HP’s EEO Policy or your EEO rights as an applicant under the law, please click here: Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law – Supplement