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

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

Description -

About the role

The HP Solutions organization focuses on selling and designing software solutions and services for corporate, enterprise, and public sector customers. Solutions are sold & delivered either directly or through certified channel partners.

The organization operates across Northern Europe, incl. Germany, Switzerland, UKI, Nordics, Benelux and Austria.

As part of this role, you will provide functional and programmatic leadership to software solution sellers. Close collaboration with country go-to-market teams (both end user and channel) is key.

Main Objectives

• Establish and govern engagement processes

• Drive sustainable growth in software selling

• Guide the qualification of the pipeline and ensure deal progression

• Drive initiatives to grow the software business, especially strategic solution areas (e.g. digital workplace experience platform or security solutions)

• Act as a liaison to sales organizations in the countries

• Influence sales performance and compensation metrics

• Establish a virtual SW Sales team across all countries

• Act as the leader and regional single point of contact for all software topics

• Ensure reliable forecasting and gap planning

• Build strong relationships with global software sales teams and SW business units

Primary Responsibilities

• Define and continuously optimize the SW Sales process

• Define, together with go-to-market teams, strategies for customers managed by the countries

• Lead software transactional sales and contractual SW selling

• Partner on value-added sales (VAS) and strategic account review (SAR) sessions

• Drive strategic growth initiatives to:

  • Generate and qualify pipeline (direct and indirect)

  • Increase pipeline conversion- & win rates

  • Continuously improve sales processes

  • Establish growth initiatives

• Drive reliable quota achievement and overall business performance

• Act as a mentor and advisor in complex software deal cycles

• Establish and share best practices

• Provide virtual people leadership and contribute to performance and development discussions

• Oversee resource allocation and priority setting across markets

• Collaborate with global centres of excellence and peer leaders

• Drive cross-functional collaboration with business units, customer delivery teams and channel partners

• Contribute to automation and continuous improvement initiatives

Measures of Success

• Software Orders

• Total contract value with embedded SW

• Pipeline Size

• Pipeline Conversion Rate & speed

• Win rate

• SW Revenues

• Employee development & skill set

Profile / Qualifications

• Strong, multi- year experience in software sales management, including direct and indirect selling

• Proven track record in driving growth initiatives resulting in high quality pipeline

• Experience in shaping and executing go-to-market strategies across countries and stakeholders

• Solid knowledge of the Northern Europe market

• Strong customer and partner orientation with focus on new biz. generation

• Excellent communication and presentation skills

• Strong knowledge of modern, outcome based, sales methodologies

• Analytical and structured mindset with a target="_blank">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!

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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’sEEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"