North European SW Solution Manager (m-f-d)

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.

Main Objectives

• Establish & Maintain Engagement Process
• Drive 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
• Be NW SPOC for SW & Pro. Services matters
• In charge of SW & Pro.Serve reliable forecasting & gap planning
• Orchestrate 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 have a dotted line into the WW SW Sales Manager.

Primary Responsibilities

• Define & Optimize Engagement Process
• Defining jointly with GTM strategy for non T1 customers
• Leading virtually SW Sol. Transactional Sales & Pro.Services
• Partnering on VAS/SAR sessions
• Driving growth initiatives to:
  • generate & qualify funnel (direct and channel)
  • increase WinRates
  • optimizing processes
  • Drive reliable quota achievements
  • Mentor in Deal Cycles
  • Establish Best Practices
  • Closely working with Country GTM to maximize SW and Pro.Serv Sales
  • Virtual People Mgmt. & drive Employee Engagement incl. inputs to performance reviews
  • Resource assignment and priority setting
  • Close cooperation with WW CoE functions & peer leaders
  • Strong cross collaboration with HP internal departments (GBU, CS, external Partners, etc.)
  • Ideals for automation very welcome

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 SW and or Pro. Services Sales Mgmt.
• NE Market Knowledge
• Customer & Channel Partners orientated with a excellent external perspective
• Presentation Skills
• Sales Methodology Expert
• Analytical and Structured
• Excellent team worker and Influencer
• Strong professional image with good HP business understanding
• Good Financial skills & Business Acumen
• Used to work in complex, pressured environment
• Results driven
• Travel willingness
• Highly adaptive 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 training and after-work events to expand your network