HP Inc.
Senior Sales Director, Americas 3D Print
HP Inc., Corvallis, Oregon, United States, 97333
This role leads a large 3D sales team across the Americas (AMS) theatre and is accountable for operational success of the area, strategic alignment with key stakeholders, and integration of activities with other major organizational functions across 3D Print (P3D). Specifically, this role is responsible for sales results for 3D hardware, services, and consumables and is fully empowered and accountable for the success of the department. This role will own a significant number of measurable functional, operational and strategic goals or priorities, including sell in, sell out, channel inventory, revenue, controllable margin, and managing contra. In addition, it will influence organizational strategy and set policies and direction. This role serves as a key advisor to executive management in influencing the strategic direction of the business.
This role reports to the Vice President of P3D Sales.
Responsibilities
Accountable for business growth, increase HP market share and revenue and profit. Coordinates all HP sales activities in AMS. Sets quota and goals for the organization. Develop tactics to generate new sales. Provides input to team on overall sales strategy, cost optimization, and disciplined process management (pipeline review, asset management, demo sales achievement, etc.). Ensures optimum sales coverage through direct and partner sales resources and different routes to markets. Develops sales resources and management talent to ensure a pipeline of qualified sales talent to support future growth. Implementation of master pipeline management. Builds lasting, consultative relationships with customer accounts. Proactive change management. Coach and support sales teams and leadership in developing key and/or difficult account opportunities. Manages strategic account personnel. Builds long-term growth opportunities using the Account Business Planning process. Develops the consultative, solution selling capability in their organization to develop compelling business cases to differentiate and highlight the value of HP's broad portfolio. Demonstrates in depth knowledge of key segments and provides external leadership to industry, community, press. Creates and manages resource plan including staffing of country sales team to ensure pursuit and closure of opportunities, and perpetuation the existing installed base revenue. Balances short term with long term planning and resource investment. Demonstrates thought leadership by directing the customer's application of technology to new business problems. Creates a performance driven culture that ensures HP has the best IT sales force in the industry. Education and Experience Required
7+ years of sales and progressive management experience Significant knowledge and experience in the 3D Print industry Demonstrated results in growing a business or expanding a market and driving change. University or bachelor's degree, advanced university or master's degree preferred Knowledge and Skills
Strategic Sales Planning & Implementation - Provides input to the development of strategic sales plans that reflect HP's business strategy to advance market share/penetration and achieve profitable growth. Budget Management & Cost Optimization - Manages within set spending parameters to protect HP's business and sales assets, and ensures their effective engagement. P&L Management - Sets and manages the business investments and resource allocations essential to ensuring the financial growth of business group. Should focus on balance sheet. Optimized operation to improve balance sheet position. Vertical Industry Acumen - Develops and exercises a profound understanding of business dynamics within area of control, as a basis for informed business decision making. Workforce Planning - Executes acquisition and development strategies targeted to ensuring workforce readiness, and market opportunity responsiveness. Execution Management - Collaborates effectively with HP BUs and value chain partners to ensure operational responsiveness to challenges, and alignment with business imperatives. Acts decisively once decision is taken. C-Level Partnering - Contributes to enduring executive relationships that establish HP's consultative professionalism and promotes its total solution capabilities at the highest levels of the client's organization. Escalation point for customer issues. 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. Solution Selling - Approaches selling from a business solution perspective to ensure that HP products and services accurately address the client's true business need in terms of type, scope, level. Business and Financial Acumen - Exhibits authoritative business and financial acumen to develop meaningful business recommendations; Understands the portfolio aspect of HP's products/services and how the businesses work together. Understand balance sheet drivers of channel partners and balance with HP requirements. Change Management - Acts as an advocate for innovation and change across the organization. Problem Solving - Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution. Global Presence - Represents HP on global accounts with the cultural sensitivity and business maturity appropriate to the high degree of corporate access and level of responsibility involved. Leadership - Able to lead effectively in a complex and political environment and deliver results; Able to influence with and without direct authority; Able to balance between competing priorities and be flexible and creative; Able to drive team performance to best in class; Able to create and build highly effective sales teams and organization; Able to communicate effectively across multiple levels in client organizations, HP and the industry. Impact/Scope
Responsible for AMS geography. Responsible for all go-to-market sales motions. Senior level interaction with CXO customers and within HP. Complexity
Experience in managing a broad and complex portfolio of products and services. Managing customers across a broad industry base and/or a large geographic region. This position must be located in the United States. There may be flexibility on location within the US. There will be some travel involved with this role. Compensation and Benefits
The on-target earnings (OTE) range for this role is $255K to $408K annually, with a 60/40 (salary/incentive) mix. There are additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only). Pay varies by work location, job-related knowledge, skills, and experience. HP offers a comprehensive benefits package for this position, including: Health insurance Vision insurance Long term/short term disability insurance Employee assistance program Flexible spending account Life insurance Generous time off policies, including; 4-12 weeks fully paid parental leave based on tenure 13 paid holidays Additional flexible paid vacation and sick leave. The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law. Equal Opportunity Employer (EEO): HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).
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Accountable for business growth, increase HP market share and revenue and profit. Coordinates all HP sales activities in AMS. Sets quota and goals for the organization. Develop tactics to generate new sales. Provides input to team on overall sales strategy, cost optimization, and disciplined process management (pipeline review, asset management, demo sales achievement, etc.). Ensures optimum sales coverage through direct and partner sales resources and different routes to markets. Develops sales resources and management talent to ensure a pipeline of qualified sales talent to support future growth. Implementation of master pipeline management. Builds lasting, consultative relationships with customer accounts. Proactive change management. Coach and support sales teams and leadership in developing key and/or difficult account opportunities. Manages strategic account personnel. Builds long-term growth opportunities using the Account Business Planning process. Develops the consultative, solution selling capability in their organization to develop compelling business cases to differentiate and highlight the value of HP's broad portfolio. Demonstrates in depth knowledge of key segments and provides external leadership to industry, community, press. Creates and manages resource plan including staffing of country sales team to ensure pursuit and closure of opportunities, and perpetuation the existing installed base revenue. Balances short term with long term planning and resource investment. Demonstrates thought leadership by directing the customer's application of technology to new business problems. Creates a performance driven culture that ensures HP has the best IT sales force in the industry. Education and Experience Required
7+ years of sales and progressive management experience Significant knowledge and experience in the 3D Print industry Demonstrated results in growing a business or expanding a market and driving change. University or bachelor's degree, advanced university or master's degree preferred Knowledge and Skills
Strategic Sales Planning & Implementation - Provides input to the development of strategic sales plans that reflect HP's business strategy to advance market share/penetration and achieve profitable growth. Budget Management & Cost Optimization - Manages within set spending parameters to protect HP's business and sales assets, and ensures their effective engagement. P&L Management - Sets and manages the business investments and resource allocations essential to ensuring the financial growth of business group. Should focus on balance sheet. Optimized operation to improve balance sheet position. Vertical Industry Acumen - Develops and exercises a profound understanding of business dynamics within area of control, as a basis for informed business decision making. Workforce Planning - Executes acquisition and development strategies targeted to ensuring workforce readiness, and market opportunity responsiveness. Execution Management - Collaborates effectively with HP BUs and value chain partners to ensure operational responsiveness to challenges, and alignment with business imperatives. Acts decisively once decision is taken. C-Level Partnering - Contributes to enduring executive relationships that establish HP's consultative professionalism and promotes its total solution capabilities at the highest levels of the client's organization. Escalation point for customer issues. 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. Solution Selling - Approaches selling from a business solution perspective to ensure that HP products and services accurately address the client's true business need in terms of type, scope, level. Business and Financial Acumen - Exhibits authoritative business and financial acumen to develop meaningful business recommendations; Understands the portfolio aspect of HP's products/services and how the businesses work together. Understand balance sheet drivers of channel partners and balance with HP requirements. Change Management - Acts as an advocate for innovation and change across the organization. Problem Solving - Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution. Global Presence - Represents HP on global accounts with the cultural sensitivity and business maturity appropriate to the high degree of corporate access and level of responsibility involved. Leadership - Able to lead effectively in a complex and political environment and deliver results; Able to influence with and without direct authority; Able to balance between competing priorities and be flexible and creative; Able to drive team performance to best in class; Able to create and build highly effective sales teams and organization; Able to communicate effectively across multiple levels in client organizations, HP and the industry. Impact/Scope
Responsible for AMS geography. Responsible for all go-to-market sales motions. Senior level interaction with CXO customers and within HP. Complexity
Experience in managing a broad and complex portfolio of products and services. Managing customers across a broad industry base and/or a large geographic region. This position must be located in the United States. There may be flexibility on location within the US. There will be some travel involved with this role. Compensation and Benefits
The on-target earnings (OTE) range for this role is $255K to $408K annually, with a 60/40 (salary/incentive) mix. There are additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only). Pay varies by work location, job-related knowledge, skills, and experience. HP offers a comprehensive benefits package for this position, including: Health insurance Vision insurance Long term/short term disability insurance Employee assistance program Flexible spending account Life insurance Generous time off policies, including; 4-12 weeks fully paid parental leave based on tenure 13 paid holidays Additional flexible paid vacation and sick leave. The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law. Equal Opportunity Employer (EEO): HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).
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