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Sales Director
Hewlett-Packard
Houston, TX, United States
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Indigo & PWP LAR Sales Director
At HP, talent is our criteria. Join us in reinventing the standard for diversity and inclusion. Bring your awesomeness, and just be you!
Company Information:
HP Inc. launched as a new publicly listed Fortune 100 company in 2015. We are the global leaders in Printing and Personal Computing. We are enabling the next industrial revolution through 3D Printing.
Backed by nearly 50,000 employees and drawing from a 76-year legacy of engineered innovation, the reinvented HP Inc. aims to create a world where technology works around the needs of society and adapts to every business and person, to their context and environment, helping them move from ideation to creation effortlessly and naturally.
We approach this challenge with the heart and energy of a startup coupled with the brain, muscle and determination of a Fortune 100 corporation.
We intend to amaze through the people we hire, the technology we create, the experiences we enable, and the way we treat our customers and each other.
We are reinventors. We move at the speed of curiosity and we are not afraid of failure but of mediocrity.
HP is ranked among the Top Companies to work for. Our recognitions include, One of the World’s Most Attractive Employers by Universum Global, One of the Top Companies for Women Technologists by Anita Borg Institute, One of Top 10 Fortune 500 Companies Millennials are most excited to work for by SurveyMonkey, and Working Mother 100 Best Companies for 27 years. .
Furthermore, HP has received two consecutive Diversity Leader Awards from Profiles in Diversity Journal. HP was also awarded the Gold Medal by World Environment Center for International Corporate Achievement in Sustainable Development.
Invent what’s next. Start your journey with us.
Responsibilities
• Accountable for business growth, increase HP market share and revenue
• Coordinates all HP sales activities in the area-of-control.
• Sets quota and goals for organizations.
• Develops tactics to generate new sales.
• Provides input to team on overall sales strategy, cost optimization, and disciplined process management (pipeline review, asset management, demo sales achievement, etc.).
• Ensures optimum sales coverage through direct and partner sales resources and different routes to markets.
• Develops sales resources and management talent to ensure a pipeline of qualified sales talent to support future growth. Implementation of master pipeline management.
• Builds lasting, consultative relationships with customer accounts.
• Proactive change management.
• Coach and support sales teams and leadership in developing key and/or difficult account opportunities
• Builds long-term growth opportunities using the Account Business Planning process.
• Develops the consultative, solution selling capability in their organization to develop compelling business cases to differentiate and highlight the value of HP’s broad portfolio.
• Ensures resource deployment encompasses end-to-end selling support (solution partners, SA, ISR, resellers, etc)
• Demonstrates in depth knowledge of the vertical segment and provides external leadership to industry, community, press.
• Engages Global Business Unit Sales Teams (Specialists, Channel Partners, and Alliance Partners) to fully leverage all of HP’s products and technology offerings
• Creates and manages resource plan including staffing of country sales team to ensure pursuit and closure of opportunities, and perpetuation the existing installed base revenue.
• Balances short term with long term planning and resource investment
• Demonstrates thought leadership by directing the customer’s application of technology to new business problems.
• Creates a performance driven culture that ensures HP has the best IT sales force in the industry
Classification Guidance
The sections below help differentiate between levels to enable consistency.
Education and Experience Required
• University or Bachelor’s degree, advanced university or Master’s degree preferred.
• 5-10 years of sales and progressive management experience.
• 10-15 years of industry experience.
• Demonstrated results in growing a business or expanding a market.
Knowledge and Skills
• Strategic Sales Planning & Implementation – Provides input to the development of strategic sales plans that reflect HP’s business strategy to advance market share/penetration and achieve profitable growth.
• Budget Management & Cost Optimization – Manages within set spending parameters to protect HP’s business and sales assets, and ensures their effective engagement.
• P&L Management – Sets and manages the business investments and resource allocations essential to ensuring the financial growth of business group. Should focus on balance sheet. Optimized operation to improve balance sheet position.
• Vertical Industry Acumen – Develops and exercises a profound understanding of business dynamics within area of control, as a basis for informed business decision making.
• Workforce Planning – Executes acquisition and development strategies targeted to ensuring workforce readiness, and market opportunity responsiveness.
• Execution Management – Collaborates effectively with HP BUs and value chain partners to ensure operational responsiveness to challenges, and alignment with business imperatives. Acts decisively once decision is taken.
• C-Level Partnering – Contributes to enduring executive relationships that establish HP’ consultative professionalism and promotes its total solution capabilities at the highest levels of the client’s organization. Escalation point for customer issues.
• Competitive Positioning/Strategy – Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer’s buying decisions.
• Solution Selling – Approaches selling from a business solution perspective to ensure that HP products and services accurately address the client’s true business need in terms of type, scope, level.
• Business and Financial Acumen – Exhibits authoritative business and financial acumen to develop meaningful business recommendations; Understands the portfolio aspect of HP’s products/services and how the businesses work together. Understand balance sheet drivers of channel partners and balance with HP requirements.
• Change Management – Acts as an advocate for innovation and change across the organization.
• Problem Solving – Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution.
• Global Presence – Represents HP on global accounts with the cultural sensitivity and business maturity appropriate to the high degree of corporate access and level of responsibility involved.
• 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; Able to drive team performance to best in class; Able to create and build highly effective sales teams and organization; Able to communicate effectively across multiple levels in client organizations, HP and the industry.
Impact/Scope
• Responsible for industry segment or geography.
• May have multi country scope and impact.
• Responsible for all go-to-market sales motions.
• Senior level interaction with CXO customers and within HP
Complexity
• Experience in managing a broad and complex portfolio of products and services.
• Managing customers across a broad industry base and/or a large geographic region.