Manager, North America Pursuit COE

Description -

Job scope/summary:

The Pursuit Team drives our direct Managed Services business and upholds services selling best practices at HP. 

In an increasingly digital, automated, AI, and software-focused world, HP is investing in focused pursuit centers of excellence - our Pursuit Centers - driving automation, best practices, and operational rigor in everything we do and everyone who does it.  As our portfolio evolves to be configured quickly the value pursuit centers bring to Managed Services is centered on becoming a “factory” for competitive, compelling, and customer-focused proposals for our managed services business.

This role is responsible for managing the Solution Architects within the Pursuit Center of Excellence of North America, while developing and executing strategies aligned with organizational goals.  The person in this role will oversee proposal creation and lead contract negotiations while maintaining positive client relationships.  Coordinating communication, tracking progress, identifying improvement areas, and contributing to team skill enhancement/growth are also expected.

Job specifics/responsibilities:

• Manages a team of individual contributors and/or supervisors, overseeing day-to-day activities with fairness and consistency, ensuring compliance with the organization’s policies and procedures.
• Sets performance objectives, assembles project teams, allocates resources, and ensures the successful execution of various services segment management programs and processes.
• Assumes responsibility for ensuring the overall business success of a set of services, solutions, or a specific portion of the portfolio, product family, or functional segment.
• Develops strategies and business plans aligned with organizational objectives, focusing on driving profitable growth and enhancing the overall customer experience.
• Manages and closely monitors the performance of product and service business metrics, including ACV/TCV, profit margins, turnaround time, and others.
• Collaborates with cross-functional teams to identify and implement process improvements within the services route to market, delivery, business operations, and individual/team productivity, enhancing overall efficiency.
• Guides the team in defining program objectives and KPIs and setting expectations for implementation across various business groups, fostering creativity and motivation.
• Develops budgets with significant input from higher-level managers and ensures project adherence to budgetary constraints.
• Acts as subject matter expert, identifies opportunities for process improvement and policy development, and recommends changes aligned with business tactics and strategy.
• Performs talent management responsibilities including recruitment, performance management, coaching, and career development.

Key deliverables/accountabilities:

• Delivery of projects and commitments on time, on budget, while meeting specific project objectives and deliverables.
• Achieving team quotas for total contract value (TCV), margin targets, and turnaround time (TAT).
• Attaining customer satisfaction.
• Realizing annual personal and project goals as part of the FPR process.
• Documenting the work according to the compliant organizational standards.

Education (degree) and professional experience required:

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
• Typically has 7-10 years of job-related experience or 5-7 years of management experience, preferably in sales, business development, or a related field.

Other requirements:

• English language fluency, other languages- an asset
• Expertise in Services & Solution business and services market knowledge
• Demonstrable abilities managing execution and governance with international cultures
• Experience and proven success in either Outsourcing Sales or Pursuit
• Strong professional image, good understanding of HP’s business
• Solid financial skills & general business acumen

Personal skills and qualities:

• Demonstrated leadership qualities and experience
• Strong communication and influencing skills
• Concentrated focus on execution and achieving results
• Process & quality attention
• Experience working in complex, pressured environments
• Highly adaptive to change and not easily distracted by organizational and structural changes
• Strong attention to detail
• Ability to prioritize workload with discretion and minimal direct supervision

Technical skills (procedures and documents the employee must be acquainted with):

• Proficiency in MS Office
• Reporting tools/data management
• ITIL operations
• Project management skills/capabilities

Job -

Sales

Schedule -

Full time

Shift -

No shift premium (Mexico)

Travel -

Not Specified

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