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 data-driven approach
Strong team player and influencer with professional presence
Good financial understanding and business acumen
Ability to operate effectively in a complex and fast-paced environment
Strong execution focus and results orientation
Willingness to travel
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 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!
You want to know more about us? Then click here to get more insight into our «HP Way» :
www.instagram.com/hpcareers
www.linkedin.com/company/hp
www.jobs.hp.com
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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’s EEO Policy or read about your rights as an applicant under the law here: “ Know Your Rights: Workplace Discrimination is Illegal "
