HP
Annuity Renewal Program Manager - HP Direct & Indirect Channels
San Francisco Bay Area, US - Computer Hardware, Computer Networking, Computer Software
This posting is for two positions which are identical except that one focuses on Direct, while the other focuses on the Channel (Indirect)
Annuity Renewal Program Manager – HP Direct
Annuity Renewal Program Manager – HP Indirect (Channel)
Positions will be based in a major metro area in the mainland US
About the AMS Annuity Renewal Program Team
The Americas (AMS) Annuity Renewal Program Team is responsible for expanding our Technology Support Services to our existing Install Base (IB) clients. This $1.5B business serves as one of HP’s Enterprise Groups most profitable and important divisions. We are responsible for the Program Management in these areas:
- On-time Renewal of existing contracts for each Country in AMS
- Increasing Renewal Rates and stabilized revenue performance
- Past-due Contract Management (Slippage and Exposure)
- YoY TS Support Services Growth during the Renewal Period
- Conversion, Co-terming Fixed and Flex Care Packs
- Integration of GTM Programs into the Pre-Renewal Optimization Planning (PROP) Process
- Assuring that all Growth Tools (RAPID, CAP, ONELead) are seamlessly used for Sale Execution
- Business Analysis/Trending of TS Support Services down to the Account and Contract level
- Predictive Analytics (win/loss probability) production and infusion into the sales planning process
- Performance against Key Performance Indicators (KPI’s) (Orders, Revenue, Contract Conversion)
- Partner performance by Product Line and Geography
- Understanding of Partner/Distributor/End customer sales models and support
- HP Rules of Engagement for Channel Partners
- Partner-specific needs and expectations
About the Annuity Renewal Program Managers for:
- HP Direct
- HP Indirect (Channel)
This posting is for two positions, identical except that one focuses on Direct, while the other focuses on the Channel (Indirect)
Positions will be based in a major metro area in the mainland US
The Annuity Renewal Program Managers are specifically responsible for coordinating cross-functional teams to:
- Innovate the way our IB Sales teams position, sell, negotiate, close and expand HP’s TS Support footprint
- Act as Strategist to the Renewal Business, communicating to Sr. and Executive Management as well as to individual contributors who execute our business plans
- Utilize Technical and Business Acumen skills to assess, determine, document, and deliver project plans and communications that ensure success in meeting objectives
- Drive increased sales via solutions selling programs to IB Sales
- Educate Delivery on the importance they play in value selling and account selling execution
- Collaborate with AMS GTM program teams to ensure TS solutions have sales-ready enablement tools to differentiation HP from the competition
- Advise WW TS Support Annuity Teams on how to bring value-added support to AMS through:
- Predictive analytics
- Sales trending by Product Line
- Enhanced Renewal Planning Tools (RAPID, ONELead, etc.)
- Provide Executive Level leadership capable of delivering
- Presentations to Sr. Management
- Actionable programs to sales, customer operations and delivery
- Complete end-2-end knowledge of the Renewal Programs and Processes
- Work across region/geographies and Worldwide (WW) teams to develop and/or implement new/enhanced services, solutions, or programs and associated processes to meet emerging customer/market needs and fuel profitable growth
- Create, manage, and measure comprehensive business plans with knowledge of market uniqueness in such verticals as Federal Accounts (US and all AMS countries), Retail, Oil and Gas, etc.
- Perform Monthly and Quarterly analysis, root-causes for drains and gains
The Indirect position will also be responsible for:
- Meeting quarterly with HP Partner community for Quarterly Business Reviews
- Partner performance by Product Line and Geography
- Understanding of Partner/Distributor/End customer sales models and support
- HP Rules of Engagement for Channel Partners
- Partner-specific needs and expectations
Qualifications
Education and Experience Required:
25% travel required; some international travel may be required
In addition to the qualifications outlined below, the ideal candidate for the Indirect (Channels) position will have an additional 2+ years’ experience working with Channels / Indirect Sales and their inherent challenges (strongly preferred).
For both positions:
- 5+ years Program Management experience, managing multi-national P&L and finance functions
- 10+ years’ experience working with sales organization analytics, with at least 5 of those recent years in an enterprise technology services organization
- 5+ years’ prior experience in a technology sales role strongly preferred; similar experience in marketing or business development roles also desirable
- 3+ years’ experience executive level presentation skills
- 3+ years’ experience working in an IT Services Channel/Indirect Sales environment
- Experience as a large-audience public speaker desirable
- Bachelor’s degree required, preferably in Business or Communications
- Master’s degree or MBA preferred
- Exceptional skills in leading a virtual team, including the ability to build consensus among multiple stakeholders with varied—and sometimes competing—interests
Other Knowledge and Skills Required
- High knowledge of Information Technology (IT) and services industry
- In-depth and broad knowledge of company organization, functions, culture, HP Services portfolio, routes to markets, and end to end processes.
- Highly developed problem solving abilities
- Demonstrated ability to lead and inspire teams, develop relationships across organizations and accomplish goals under pressure situations.
- Strong skills in exercising independent judgment.
- Ability to correctly design reports and interpret their output
- Highly developed project/ program management and change management skills. Solid understanding of business planning methods and business acumen.
- Excellent presentation skills.
- Highly developed negotiation/ influencing skills
About HP
HP provides technology solutions to consumers, businesses and institutions across the globe. Our offerings span IT infrastructure, personal computing and access devices, global services and imaging and printing for consumers, enterprises and small and medium businesses. Our company employs over 320,000 people in 178 countries doing business in more than 40 currencies and more than 10 languages.
HP's focus on people underlies everything we do. Being known as a great place to work makes it easier to attract top talent. For us, being a great place to work is good business. HP people live for the big idea, the next great discovery, the new way of being. To us, "Invent" is more than a word, it's who we are, the very soul of our organization.
Everything we do, we do to make technology more practical, usable, and valuable to our customers.
About HP Technology Services
HP Technology Services is a global service provider and business integrator delivering solutions with speed, power, precision, and passion.
We have over 6000 consultants and project managers in 110 countries helping clients to realign their IT strategies and make the best use of technology to create or capitalize on business opportunities.
We offer onsite services, Internet and global technology solutions to multi-site, multi-national businesses, including manufacturing, telecoms, automotive, energy, financial services, and other key industries. Services range from warranty and product support to proactive mission-critical and business continuity services, deployment and performance services, security, integrated support for complex multi-vendor environments and software publishing.
No salary provided
Posted May 23, 2014 at 01:45AM from LinkedIn http://ift.tt/1mbn21J
via IFTTT
No hay comentarios:
Publicar un comentario