We are seeking a talented LATAM PC services Sales Manager to help us take the Contractual PC Services business to the next level.
Drives the PC Services Contractual business targets for the Latin America region through the development of a robust pipeline and a rigorous cadence in order to support the Country’s opportunities development from qualification to win.
Works with the GBU (Global Business Unit) and the LATAM Category team to provide a curated offering and tools for the sales force in order to win in the marketplace.
Other specific responsibilities include :
Lead the achievement of contractual business targets in the LATAM PC Services in every sales motion and segment (direct and indirect)
Enabling (along with the category team) channel partners and channel sales with training, tools, and processes to make them successful in selling standard and custom contractual services.
Enable them to sell HP’s Device-as-a-Service.
Define an optimize the contractual sales cycle best practices and be a step ahead in anticipating needs and solving problems before they happen.
Represent the sales community to the category team and the GBU (Global Business Unit).
Participate with program definition and design teams to represent the LATAM market interests for new DaaS and packaged program enhancements
Develop and propose sales methodology enhancements to streamline our sales capabilities for the contractual business (new offers, new processes, new incentives, etc.)
Market sales lead in WW (Worldwide) and AMS (Americas) PC services Forums
Produce weekly / monthly business updates and dashboards for various management and team reviews
Manage the PC Services Sales Specialist talent and performance
Review all available sales marketing content for accuracy and market applicability
Ensure the sales teams have all training and tools needed to achieve budget.
Establishes proactively strong professional relationships and credibility with key IT and business executives in the corporate account.
Focuses on senior business management challenges and strategies and is periodically called upon by client IT executives for advice and counsel.
Acts as business partner to account and "extension" of the customer's IT management team.
Demonstrates breadth and depth of knowledge to position and map HP capabilities that align to client business objectives and initiatives.
Maintains high-level of customer loyalty and builds trust and integrity, as indicated in HP-conducted surveys and reports.
Leverages existing engagements to spawn new business with opportunities that result in on-going profitable revenue growth for HP.
Leverages full HP portfolio to add significant value to customer's business, continuously improve account profitability for HP and expand HP's share of wallet of the customer spent.
Actively engages the Executive Sponsor and other senior HP executives to build strategic relationships with the customer which ensure long-term business opportunities for HP
Builds monitors and orchestrates sales pipeline activities to advance, invest in or divest of opportunities; focuses on generating new and break-through initiatives.
Nurtures and closes new HP solutions opportunities that result in substantial incremental orders, revenue and margins to HP, representing the entire HP portfolio of products and services.
Builds long-term growth opportunities (three years or more) using the Account Business Planning (ABP) process; actively manages the ABP through scheduled reviews and updates.
Gains business buy-in for the account business opportunities and has a solid understanding of the business case from the HP internal stakeholders in the GBU's and the countries / regions.
Provides the business rationale and risk assessment for making HP investments in the account.
Meets quarterly and annual sales goals, and coaches HP resources to meet and exceed targets.
Orchestrates the resources and sponsorship essential for executing business effectively on a global scale.
Engages HP sales specialists, channel and alliance partners to fully leverage the portfolio of HP solutions; optimizes deployment of specialists and partners, instills a sense of opportunity ownership to drive deal closure, and maintains ongoing dialogue with pursuit leads to maximize client value.
Coaches account team members to optimize performance and to enable broader and deeper client engagement.
Coordinates all HP activities in the account, e.g. sales activity, marketing programs, executive forums, delivery of on-going engagements and RAP.
surveys; develops a communication plan and employs effective processes for
keeping direct and virtual team members updated.
Coordinates multiple WW BU delivery organizations to support client engagement and service in the account.
Actively engages the Executive Sponsor and selectively leverages other senior HP executives to build strategic relationship which favorably position long- term business opportunities for HP and are complimentary to overall account activities.
Drives integrated planning and coordinated sales execution effectively.
Identifies and grows key performers and develops a succession plan.
Assesses and manages employee performance to ensure individual and group excellence; manages performance and results of high and low performers.
Motivates and supports sales teams in selling; counsels and supports individuals through selling challenges; demonstrates a high level of motivation and entrepreneurial ability in supporting the pursuit and closing of deals.
Nurtures and advances the talent required to maintain HP sales force excellence within area of control; sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force.
Ability to create and follow the sales plan that will meet the needs of the market s and drive business growth.
Understanding of as-a-Service business and contractual services processes and business.
Confidence in interacting with all levels of the market commercial organization (MDs, EUS managers, Sales generalists, sales specialists, marketing, GBU, category, pursuit, CS, etc.
to drive a consistent point of view around the PC Services Sales strategy
Proven ability to drive strategic plans and change in the market
Ability to thrive in a fast-paced environment
Able to work effectively within a team, yet have the ability to take initiative and work effectively on your own
Financial planning and modeling skills
Negotiation skills and ability to frame the product value proposition to customers / partners.
Leadership skills and cross functional expertise
Bilingual : English-Spanish with exceptional written and verbal communications skills
Authentic, enthusiastic, collaborative, dedicated and open-minded
Uses consultative, solution selling and business development skills to align the client's business needs with HP's solutions.
Highly developed business development and negotiation skills.
Focuses on client's key business challenges and drivers to position himself / herself as a trusted advisor.
Advocates for client needs in negotiating solution sales and troubleshooting solution deliver issues.
Establishes the overall account sales strategy and drives execution through rigorous reviews and disciplined application of sales tools (Siebel, TAS,).
Ensures submittal of timely and accurate forecasts and continually coaches team to do same.
Actively seeks breakthrough and new opportunities by shaping demand, leading client discussions, and offering insightful approaches to solving client business challenges.
Effectively leads the account team to ensure coordinated, efficient, account management, and accountability for achieving business results.
Strong employee management and team leadership skills.
In-depth knowledge of client's business, organizational structure, business processes and financial structure.
Develops a comprehensive business-case approach in crafting client proposals and in HP-internal requests for resource and / or investments.
Attracts, leads, and retains global resources.
Expertise in managing end-to-end sales processes involving complex, multi- country, multi-business unit deals.
Keeps abreast of industry trends as relates to opportunities to create added value for the client.
Knowledge of industry and client's security, risk and compliance issues.
Demonstrates strong presentation and communication skills.
High-level of vertical industry knowledge and account expertise.
Apply IT best practices specific to the client's industry.
Knows HP's broad portfolio and how to integrate different solutions, or engages the appropriate resources, to create unique and innovative solutions for the customer.
Bachelor's Degree, MBA preferred.
10-12+ years account & sales management experience.
Experience in IT industry and in Services industry preferred.
P&L and risk management skills and experience required.
Directs and controls activities within a sub-region or Region.
Typically manages 10 or more direct reports. Span of Control guidelines may differ from these numbers.
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