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Hewlett-Packard Co

HP today announced that the Hewlett-Packard Company Foundation has made a donation of $25,000 for relief efforts resulting from the wildfires in Colorado. The grant will be made to the American Red Cross.The Hewlett-Packard Company Foundation awards grants for humanitarian relief in communities hit by disaster, matches employee giving, and supports innovative education projects. The Foundation responded to numerous major disasters in 2011, including the Japan earthquake and tsunami; flooding ... Read More

Address      Hewlett-Packard India Sales Pvt.Ltd Hewlett-Packard India Sales Pvt.Ltd Hewlett-Packard India Sales Pvt.Ltd 24, Salarpuria Arena Adugodi Hosur Road Bangalore - 560 030
Website      www8.hp.com/us/en/hp-information/index.html
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Zonal Manager - West II

Key Responsibilities Strategy & Planning: Defining Sales priorities based on Region/Country priorities, analysis and customer knowledge in the accounts. Managing resource deployment within affordability guidelines Sales: Managing dedicated Sales team to quota targets, including achieving direct sales objectives. Ensuring alignment and execution of Sales programs within the portfolio. Managing pipeline to guarantee forecast, linearity, predictability, & maximum margin. Driving implementation of account planning process. Building customer knowledge. Influencing implementation of TCE improvement Marketing: Providing input to the integrated segment marketing organization on required support. Identifying key individuals that marketing needs to touch in order to accomplish the plan. Driving programs increasing the HP portfolio sales and margin Management Leadership: Setting high standards of performance for the Sales team. Influencing and supporting Sales individuals to successfully execute their plans and provide timely coaching and feedback to individuals in sales teams Critical Competencies to Drive Business Results Business Management Strategic Planning Translates business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of control. Aligns area-of-control account and market opportunities with upstream strategic plans and metrics Sets sales priorities and establishing these as the focus of individual or sales team activities Execution Actively manages business plans to meet revenue goals/quotes and advance the business interests of HP Determines if an opportunity is profitable for the company Forecast/Budget Control Tracks and manages rolling forecasts and budgets to ensure timely and accurate roll-ups Pipeline Management Builds, monitors and orchestrates sales pipelines to ensure continuous population of near- and long-term opportunities Balances quick wins against longer sales-cycle opportunities to ensure both immediate wins and long-term profitability for HP Operations Building/Improvement Continuously monitors, troubleshoots and improves area-of-control operations to ensure alignment with HPs business direction, the quality of business practices, optimum organizational performance and a highly motivated sales force Sales Development Resource Brokering/Allocation Collaborates across HP within the field to access, facilitate and direct the use of resources needed for effective selling Sales Facilitation Applies influence and organizational savvy to advances sales opportunities externally, with clients, and internally within HP; Establishes HPs account presence and extends the customers account penetration to executive levels; Accompanies sales reps on calls to demonstrate and model effective selling skills Strategic Account Leadership Actively drives key enterprise and strategic account activities promotes vision and models executive relationship building practices to build enduring partnerships and account share/penetration for HP Customer Face-Time Proactively develops and nurtures solid CxO-level relationships in key accounts as a basis for expanding HPs business-partnering presence Solidifies an enduring partnership with key accounts through such strategies as active monitoring of customer satisfaction, speedy problem resolution, and advance communication of beneficial HP initiatives or solutions Strategic Business Planning Manages the top- and bottom-line monitors discounts and margins involved in individual deals to align them with group performance Works with others to create mechanisms that shift the focus from lowhanging, immediate wins to recognizing and providing incentives for large deals/wins Understands industry drivers and the customer base better to bridge HP solutions with account-relevant problems and opportunities Builds stronger internal relationships with other groups to ensure seamless selling of total HP solutions and to establish clear expectations for resource alignment and support develop effective counter-measures and messages Builds clear strategies for working with key accounts to pursue and close major opportunities, including clear identification of tactics for accelerating progress through the pipeline Sales Team/Individual Coaching Provides better coaching and mentoring opportunities less improvisation, more planful, more call-related modeling Reviews and provides counseling on account-team deals Leverages personal sales experience to participate in pursuit planning for key accounts Strengthens the alignment of account-team activities and priorities with managements business mission and goals Assesses account teams for strengths/challenges and ensures that the team capitalizes on individual strengths, while compensating for individual challenges Ensures that sales reps are trained on corporate tools and systems to ensure efficient use of time, better data collation, and elimination of the management by spreadsheet cycle Vertical Industry Acumen Develops and exercises a deep understanding of business dynamics within area of control, as a basis for informed business decision making Solution Selling Approaches selling from a business solution perspective to ensure that HP products and services accurately address the customer/clients true business need in terms of type, scope, level Desired Profile Qualifications Key Experience Should have 15+ years of demonstrated success in sales career Must have strong territory knowledge and should have been a team manager for the last 5 years Built sales and marketing strategy for a medium to large company or BU within HP Sold to executives in one or more top partner or channel account Executed key sales transformation initiatives within HP or non HP corporate setting Experience 15 - 17 Years Industry Type IT-Software / Software Services Role Area / Territory Manager

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Vacancy type:

Full Time

Contact Mode:

not provided

Fax:

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Contact Name:

HR

Job Duration:

not provided

Phone:

9911001568

Email:

not provided

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