HP Procurve Business Sales Manager
H Hewlett-Packard Hellas, θυγατρική της μεγαλύτερης εταιρείας πληροφορικής παγκοσμίως, αναζητά Procurve Business Sales Manager. Description The ProCurve Networking Business (PNB) unit of Hewlett-Packard company (HP) delivers wired and wireless enterprise networking products, services and solutions including security solutions and network management/visibility tools. As the number two of global enterprise networking vendor in both revenue and ports, ProCurve Networking delivers innovative and affordable networking solutions enabling the most advanced business capabilities, giving companies of all sizes the flexibility to grow their networks along with their business needs. Position Profile Primary responsibility for the profitable growth of the ProCurve Networking Business in the assigned geography and/or market segment. This includes all aspects of geographical/segment strategy setting, tactical decision making, deployment and management of resources as well as setting and/or taking ownership of targets to achieve appropiate growth rates. Success is defined based on quota achievement, on rate of growth for revenue (relative to the market) as well as growth in market share at a given level of profitability within the assigned geography. Specific roles and responsibilities - Define and deploy the local sales & marketing organization structure which matches quota & GM objectives and affordability model.
- Deploy quota through setting up Sales forces targets:
- End users targets needs to demonstrate clear objectives in term of new account acquisition (hunting) and installed base development (farming), both in term of expected generated revenue and in term of named accounts list
- Partners' targets needs to aggregate the revenue that Procurve direct sales forces is going to pull through the PNS channel plus the incremental business that the partner will generate in Procurve sales without Procurve direct touch end user sales engagement.
- Manage the Sales forces Performance (vs. end user quota)
- Manage the PNS partners performance (vs. partner quota )
- Manage the Pre-sales Technical consultants' engagement and contribution with the end uses activities and the partners' activities.
- Manage the sales funnel (ratio funnel/quota min at 3)
- Provide regular business revenue forecast and business situation analysis
- Manage and increase sales forces productivity
- Drive the local marketing plans design and deployment
- Aligned with Global/Regional Guidelines
- Adapted to local specificities
- Executed as planned
- Represent the country Procurve business in the relevant Forums (end users, channel, HP internal sales team like TSG, Procurve EMEA and WW platform…)
- Provide feedbacks on local situation: customers needs, GTM, competition…
- Lead by example
Qualifications Education and Experience Required: · Directly related management experience and work results including success in achieving progressively higher quota or other sales related goals preferrably in networking · Demonstrated level of project management skills · Bachelor's degree in IT related discipline · 3-7 years experience in sales Knowledge and Skills Required: · 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 · 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; 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 · 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 · 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 realignment models · Proactively develops and nurtures solid 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 - · 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 · 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 · 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 · 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 Για να κάνετε αίτηση, πατήστες εδώ.
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