Western Regional Sales Manager Marketing Optimization - Hp (Sunnyvale, California) in San Jose, California For Sale

Western Regional Sales Manager Marketing Optimization Job Description: Leads and manages the Western Region sales team and delivers the license revenue and SaaS booking plan for TeamSite, LiveSite and MediaBin portfolio of solutions. Grow the business and increases HP market share in the region. Manages cost items and discretionary spend, including travel, to specified targets. Develops strategies and tactics to generate new sales and grow the base. Coaches, develops and grows sales people to maximize productivity such that a majority of the team exceeds budget. Supports sales team in developing account opportunities and builds personal customer relationships. Responsibilities · Achieve the Western Region sales revenue plan for the TeamSite, LiveSite and MediaBin portfolio of solutions. Achieve the Western Region sales revenue and profit plan for TeamSite, LiveSite and MediaBin portfolio of solutions. Grow the business and increase HP market share. Achieves license revenue and SaaS bookings targets. Manages cost items and discretionary spend, including travel, to specified targets. Develop strategies and tactics to generate new sales and grow the base. · Develop & Deploy Sales Coverage. Works with sales operations and Americas sales leadership to define sales coverage requirements (headcount) and deploy the optimal sales coverage model, given field selling cost targets. This includes defining the right number and mix of account executives and presales engineers. This also includes defining territory assignments that comprehend geographic and industry vertical opportunities and objectives. Sets quota and goals for organization. o Typically manages 8 or more Sales Representatives or combination of Sales Reps and others depending on functions managed. o Builds well targeted business plans and strategies for allocating resources and driving sales activities to achieve margin; collaborates within the company and with the field to prioritize, facilitate and direct the use of resources · Implement Effective Sales Management Processes. Develop and deploy effective sales management and operational practices. o 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 plans that articulate the strategies/requirements essential for focusing sales activities, forecasts accurately and communicates sales progress; actively manages and signs off on account business plans through scheduled reviews and updates o 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 o Coordinate all HP sales activities in the area-of-control. Builds long-term growth opportunities using the Account Business Planning process. Define, implement and manage processes for pipeline management, forecasting, strategic account development and performance management. Establish sales activity targets for such things as face to face call frequency, demo activity, proposal activity, prospect calling, pipeline size and deal closure. · Develop Customer Opportunities. Coach and support sales teams in developing account opportunities. o Deal management - Reviews deals to ensure soundness and problem-free processing by the company's back-end operations; Monitors the number of deals with TAS plan reviewed by managers o Business acumen - Exhibits base level of 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 o Strategic sales planning & implementation - Orchestrates the development of strategic sales plans that reflect the company's business strategy, to advance market share/penetration, and achieve profitable growth o Competitive Positioning/Strategy - Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer's buying decisions o C-level partnering - Contributes to enduring executive relationships at the client's organization; establishes professional relationships and credibility with key IT and business executives in support of other established relationships with the client o Consultative selling - Strategizes and coaches team on how to apply consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company; prepares for client calls in partnership with sales teams and supports the efforts of the team during client meetings; ensures sales teams have access to other company resources and encourages them to nurture relationships with client influencers and decision makers · Sales Organization Building and Development: o Keeps territories filled and ensures full sales capacity. o Assist in recruiting high-caliber sales representatives to support future growth. o Develops the consultative, solution selling capability in their organization so that sales personnel can deliver compelling business cases that differentiate and highlight the value of HP’s broad portfolio. o Coaching & Performance Management - 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 o 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 o People development - Sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force o Change management - Ability to work through an environment of change and effectively lead a sales team through transitions beyond their control · 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 the knowledge to position and map the company's capabilities that align to client business objectives and initiatives.
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