BTO Software Sales Manager II - (US-CA-San Jose - 95196)

Compensation: $100K - $100K / Year
Minimum Education: Bachelors
Job Type: Full Time
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HP BTO Software Sales Manager II (Northern California)-298625Description Managing the Business * Sales coverage - Builds well targeted business plans and strategies for allocating resources and driving sales activities to achieve margin; collaborates within HP and with the field to prioritize, facilitate and direct the use of resources * Account Planning - Assists in planning sales strategy; manages the internal processes in support of sales reps and selling activities; aligns tactical account plans with overall corporate strategy; actively develops and manages geography business plans to meet revenue goals/quotas; develops robust, comprehensive plans that articulate the strategies/requirements essential for focusing sales activities, forecasting accurately and communicating sales progress; actively manages and signs off on account business plans through scheduled reviews and updates * Pipeline management - Builds, monitors and orchestrates sales pipelines to ensure continuous population of near and long term opportunities; manages the size, shape and quality of pipeline; analyzes overall win rates and win/loss ratios * Deal management - Critically assesses deals to ensure soundness and problem-free processing by HP back-end operations; Monitors the number of deals with Target Account Selling (TAS) plan reviewed by managers * Business acumen - Exhibits authoritative business, financial and legal acumen to develop meaningful business recommendations; Continuously monitors and improves area-of-control operations to ensure alignment with HPs business direction, the quality of business practices and optimum organization performance * Strategic sales planning & implementation - Assesses and manages employee performance to ensure individual and group excellence; counsels and supports individuals through selling challenges; manages performance and results of high and low performers * Leadership - Models effective selling skills; motivates and supports sales teams in selling; demonstrates a high level of support in the pursuit and closing of deals * People development - 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 * Change management - Ability to work through an environment of change and effectively lead a sales team through transitions beyond their control Selling as a Sales Manager * Focus on strategic direction - Understands the overall HP/Technology Solutions Group (TSG) strategic direction and portfolio, and can assist sales teams in customizing solutions based on client needs * C-level partnering - Contributes to enduring executive relationships at the highest levels of the clients organization; personally interacts with executives; establishes professional relationships and credibility with key Information Technology (IT) and business executives in support of other established relationships with the client * Industry and client knowledge - Stays current with industry and competitive research and information to enable rich client dialogue; maintains an understanding of client business challenges, industry trends and markets; demonstrates breadth and depth of knowledge to position and map HP capabilities that align to client business objectives and initiatives. * May also manage other functions in addition to Sales * May own full P&L or contribution margin for a country or defined area within a country * Assists in the recruiting, training and development of Sales Representatives * Participates in investment decisions in pricing and resources * Typically manages a group of 8-10 direct reports * Typical revenue responsibility:

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