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Accountable for the Total Contract Value (TCV) quota in the territory assigned, this position is responsible for sales development activities, deal qualification, deal strategy, pricing, negotiation and signature of Direct Market Services and Solutions (MSS) contracts across all segments. This individual also ensures that all Direct MSS contracts have the required Terms and Conditions to convert the TCV booked into Revenue and Gross Margin. Key metrics are: TCV, Pricing Margin and Employee Engagement. Business Acumen Experience managing a complex portfolio of annuity services of $100+ million in TCV, and preferably with the Federal Government and Enterprise customers Track record of managing large Solution/Services led deals, including combination of multi -business unit/product line, and multi-region engagements Knowledge of deal P&L, financial concepts and contract law Proven ability in working across organizations to drive the desired results Customer Facing Skills Experience in developing executive level customer relationships, including effective negotiation, presentation and communication skills at executive levels Develops strong customer relationships at executive levels and strives to become a trusted advisor for key customers Serves as HP representative making business decisions and assuming contractual commitments for the Market Services and Solutions business Represents HP in customer engagements/events Manages customer escalations effectively and drives issues to resolution Leadership Skills Leads and manages according to the HP Leadership Principles and Practices Builds positive and collaborative relationships with other organizations within HP Develops and qualifies internal/external talent pool and recruits individuals with skills and potential to contribute to the business Coaches and mentors team members and supports their career development plans Encourages the adoption of the 'Challenger Sales Model' for Service/Solution led selling Prioritizes and accelerates decision making processes by analyzing the available information Demonstrated ability to lead teams through major changes (organizational/business model changes). Acts as a change agent Managed Services Knowledge Ensures compliance with all the processes and procedures related to the Market Services and Solutions cycle Understands the market dynamics and trends. Prioritizes and makes timely investments and resource allocation based on available market data and business climate Knows the main solution providers (partners, competitors) and their strengths and weaknesses Understands customer business problems and identifies potential solutions within HP's solutions portfolio. Has general knowledge of Pan-HP industry solutions Education & Experience Recommended Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence. Typically has 10+ years of job-related experience or 8-10 years of management experience, preferably in sales, business development, or a related field. Cross-Org Skills Customer Centricity Prioritization Resilience Team Management Strategic Thinking Impact & Scope Impacts large functions and leads projects requiring knowledge of multiple disciplines or areas of HP. Complexity Uses managerial concepts and company objectives to resolve highly complex issues in creative and effective ways. May achieve goals through subordinate supervisors. Disclaimer This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management. The on-target earnings (OTE) range for this role is $177,100 to $272,750 annually, with an 80/20 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. Benefits: HP offers a comprehensive benefits package for this position, including: Health insurance Dental 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 (US benefits overview (https://hpbenefits.ce.alight.com/) ) 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. Job Posting Expiration Date: 11/08/2024 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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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...

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