Market Services and Solutions - Public Sector Pursuit Manager

Applies expert subject matter knowledge to manage staff activities in solving most complex business/technical issues within established policies. Manages activities of non-exempt/exempt individual contributors (typically Expert/Master) and/or MG1s. Has accountability for a large multi-department area(s) or location(s) with significant impact on business unit results and organizational strategy. Acts as a key advisor to senior management on the development of overall policies and long-term goals of the organization. Plans, manages and monitors high-end operational/tactical activities of Staff. Staff members' primary focus is on either high-end tactical or broad strategic issues or a combination of both. Recruits and supports development of direct staff members. Position typically reports to Director or above.

Additional Guidance/Criteria:

• Directs and controls activities within a sub-region or Region.
• Typically manages 10 or more direct reports. Span of Control guidelines may differ from these numbers.

Responsibilities:

• Managing the Business
  • Directs overall Presales operations in assigned area of responsibilities.
  • Resource management & Intra- Region support - Translates business goals into actionable presales utilization plans that reflect the requirements and opportunities within area of control.
  • Proactively addresses regional presales coverage gaps and leverages presales technical expertise where warranted to win opportunities for HP.
  • Partnering with Sales & acct. planning - actively engages in driving sales strategy; collaborates within HP and with the field to prioritize, facilitate and direct the use of resources; proactively assesses sales pipelines in area of control to ensure appropriate and timely utilization of presales support.
  • Collaborates effectively across organizational boundaries to ensure a positive "voice-from-the- field" presence in business decision making and product design.
• Business acumen
  • Continuously monitors, troubleshoots, and improves area-of-control operations to ensure alignment with HP's business direction, the quality of business practices, optimum organizational performance and a highly motivated presales force.
  • Exhibits authoritative business, financial and legal acumen to develop meaningful business recommendations. Understands what it takes to manage a business and uses these insights to gain better understanding of a client's/customer's needs and to position the value of HP's offers.
• Leading & Managing Presales People
  • Coaching - 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.
  • Leadership - Applies understanding of team dynamics to work effectively in teams, achieve goals and successfully plan & execute activities; Effectively facilitates remote team collaboration; develops methods for supporting innovation and change across the organization.
  • People development - Nurtures and advances the talent required to maintain HP sales force excellence within area of control; anticipates new skill requirements from changing industry or market indicators; sponsors and directs skill building activities to increase the productivity and accomplishments of the presales force; ensures strong technical acumen across the group needed to support sales.
• Selling as a Presales Manager
  • Focus on strategic direction - articulates HP's technology vision and direction directly to customers in support of key account sales or complex deals.
  • Consultative selling - strategizes with and coaches their team on how to apply consultative-selling techniques to advance opportunities that result in ongoing profitable revenue growth for HP; Compellingly positions HP as the vendor of choice for strategic partnering for enterprise-wide IT solutions; Identifies the measurable value or impact of HP offerings and clarifies for customers the key differentiators that distinguish HP's solutions from those offered by its competitors.
  • Financial selling - employs a financial selling approach to meet customer needs; works with team to build business cases that link proposals to customer's goals, strategies and relevant business metrics, and that demonstrate industry and competitive proficiency; Develops an accurate business need profile and demonstrates an understanding of related issues.