HP posted a job you might be interested in February 12, 2015 at 12:35PM

HP



Services Sales Manager

Stockholm County, Sweden, SE - Information Technology and Services

The PPS CEP PC Services Sales Mgr. will act directly on Sweden and Denmark. The top Corporate and Global customers are increasingly looking for suppliers who not only offer great products and efficient procurement, but also deliver a compelling set of associated deployment and support services. This is a significant growth opportunity for PPS in EMEA. As such we are looking for strong leadership to drive and shape our Services Sales focus in Sweden and part of GWE (Denmark, Finland, Belgium and Austria). This leadership role carries accountability for collaborating with the PPS Global Account managers, with other GWE Services specialists with the complete PC Services team in EMEA and GWE. The main roles consist of developing the sales of the Swedish and Denmark headquartered account and a secondary role, in a second phase, once up to speed, will be to drive the complete CEP PC Services sales execution and governance.

The Services team charter is to grow the CEP PC services business directly and indirectly. Therefore this role will particularly focus on PC custom services including factory configuration, deployment services and all the Care Services from Care Packs to Contracts.

The role is a sales management role and so the key metrics will be to grow services orders and margins against plan, to achieve quarterly targets. The Services Sales role is part of the CEP Value & Services Sales organization.

Summary of key role expectations

• Establish close collaboration with the Swedish and Danish Account and Global PC account managers and drive them to generate custom PC Services opportunities of more than $200K, often up to $1M

• Manage a funnel of opportunities, manage the Services quote in collaboration with the EMEA pursuit team and / or with local suppliers

• Ensure services remain a growth priority by driving sales focus on margin and profitability

• Work closely with the local and EMEA product categories (PC services) to ensure we have a winning services portfolio

• Drive engagement with the generalist CEP sales organization to ensure services are a key part of every HP offer to CEP customers

• Define and ensure delivery of services training plans for generalist sales in Sweden and Denmark, then in Finland, Belgium, Austria

• Ensure process are in place with well managed KPIs to systematically include run-rate services will all HP PC transactions

• Expand the sales volume of HP and partner orders for factory and deployment services

• Set the strategy and drive partnership activity which could lead to sales development on the territory

• Collaborate closely with support organization to gain efficiencies and simplification for the selling process – this includes EMEA CEP pre-sales and Sales Operations teams

• Maintain a strong linkage with the PPS service delivery organizations

Qualifications

• Bachelor or Master Degree


• At least 3 years of selling services at end-user account


• At least 3 years in the Sales motion to top Enterprise or Corporate accounts with if possible an experience of the Direct Sales at HP or competition


• Experience in selling and building partnerships at “C” level


• Demonstrable track record of success in working in leveraged, cross functional teams


• Fluent in English and Swedish

Skills and capabilities required

• Proven record of services sales achievement in PC environments


• Ability as a sales manager to drive performance from a distributed sales team


• Ability to motivate and energize a sales organization


• Ability to set sales program strategy, objectives and key metrics for success


• Good understanding of the services sales cycle in relation to HP sales methodology and sales pipeline management


• Experience in sales process of management – in particular planning, forecast, quota deployment and tracking of business performance


• Good understanding of the PC market and large customer requirements/needs towards services


• Strong influencing and negotiation skills


• Leadership style and presence backed up with strong communication skills


• Solid understanding of the Commercial IT industry and EMEA market trends


• Good understanding of HP's organization & operational structures

Thanks for taking the time to review our job, if you think it is a match to your experience and interests please apply today— we are eager to learn more about you!

No salary provided



Posted February 12, 2015 at 12:35PM from LinkedIn http://ift.tt/1KMPjYa

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