HP
Storage Division Country Manager
Finland, FI - Information Technology and Services
HP Storage Division (HPSD) Country Manager
Responsibilities/Job scope
Leadership attributes & behaviour
•OneHP
o Demonstrates a strong drive to achieve and contribute to win as OneEG and OneHP (in close collaboration with other Business Units)
o Leverages the full strength of the HPSD portfolio, together with all HP business units
• Represents the country HPSD organization
• People Developer
o Assesses and manages employee performance to ensure individual and group excellence
o Values and develops talents to the next level, to be highly successful
• Always Accountable
o Demonstrates urgency, taking thoughtful risks and takes responsibility
• Will to win
o commits and delivers with integrity, transparency & quality
o will to permanently improve and win
Manages HPSD Business Unit
• Accountable and responsible for
o managing profit & loss for HPSD
o achieving order target in volume and order linearity (month and quarter)
o achieving revenue, gross margin targets
o achieving OPEX, operating profit and growth targets
o achieving HP Technology Services attach and penetration rate to HPSD products
o develops and drives strategic growth initiatives (e.g. EVA to 3PAR migration)
• Business Management
o develops and implements HPSD business plans (strategically and tactically) to become Nr 1 in external storage by FY16
o forecast accuracy and predictability
o implements a consistent measurement and reporting framework
o monitors business performance to ensure effectiveness and adjusts execution as required
• Portfolio Management
o analyses and incorporates new market trends in alignment with worldwide HPSD
o optimizes and balances HPSD offerings to be best positioned in the local market (4Ps)
o leads and optimizes portfolio mix (high-end to low-end storage and as well value to volume)
o leads demand generation and marketing activities in close collaboration with other EG product business units (achieves ROI targets)
Manages HPSD Sales in full alignment with broader Enterprise Group organization
• Optimizes HPSD go-to-market (in coverage and affordability)
• Manages HPSD Sales and Pre-Sales in all customer segments (Global Accounts, Corporate & Public & SMB) and all route to market (direct and indirect)
• Converts Storage Sales into Converged Storage Sales, so they will be able to sell CI and Cloud
• Owns end-to-end Sales to Delivery process for all HPSD lines of businesses
• Ensures engagement with strategic alliance and channel partners
Cooperates with HPSD supply chain organisation
• Strong collaboration with the supply chain organisation
• Assures timely order to revenue process, backlog management
Member of the EG Management Team
• Represents the HPSD business unit within the EG country leadership team
• Acts as a peer to ES, SW, PPS and Global Accounts organizations
Measurements
The HPSD Country Manager is measured on
• Order intake, revenues and gross margin versus budget
• Market share, year over year growth
• Services attach and penetration rate
• Operational excellence and forecast predictability
• Sales funnel management
• Leadership and Employee Engagement Index (based on the Voice of Workforce survey)
• Total customer experience and partner experience index
Level and Reporting
The position is a Sales Manager 2 level and has a solid reporting line to the EG Country General Manager and a dotted line to the sub-region (GWE) HPSD director
Required Education, Skills and Experience
Education
• University Degree in Business Administration or Engineering (or similar)
Skills
• Business and people management
o Excellence in manage a sales operation and governance
o Ability to build and manage a high performance team
o Demonstrated success in building, mobilizing and motivating exceptional teams
• Ability to effectively interact with regional and international management and organisations
• Excellent knowledge of local IT market (Storage, Backup, Archiving & Recovery, Converged Cloud, Consulting & Integration and Support Services)
• High level communication and C-Level relation management (customers and partners)
o Excellent communication skills (German, English and preferably French)
o Ability to express value of Storage solutions from a business perspective
o Ability to position HP’s storage solutions leadership at CxO level
• Sales Capabilities (Will to Win)
o proven track record of delivering results
o demonstrates strong passion for selling
o delivering against (or beating) business targets and showing winning attitude
o meeting customer commitments with speed, high quality and consistency
• Integrity
o Energizing personality with high standard of personal integrity
o Be a role model
Experience
• Broad experience of Sales and Business Management (P&L Mgmt.)
• Preferably 5 years of leadership experience in Storage solutions business
• Experience in leading a large organisation through transformation and change
• Experience in working in an international and matrix organization
No salary provided
Posted December 03, 2014 at 03:50PM from LinkedIn http://ift.tt/1vjCCcF
via IFTTT
No hay comentarios:
Publicar un comentario