WW Director, Pointnext Category Management
Rome, Italy | Hewlett-Packard
Operations / Production
Job Description:74 people have viewed this job
Ensures the successful delivery of the Budget in the Geo’s and at WW
Defines and drives category specific GTM plans (direct + indirect) based on opportunity sizing and competitive environment
Opportunity analysis + priorization
Enable NPI/ NSI across Geo’s. Leverage and Develops NPI/ NSI materials, makes the launch meaningful for GTM teams.
Develop and manage program to deliver portfolio training/ enablement/ tools for all GTM channels
Secures and coordinates sales readiness across geographies (Marketing to support execution)
Syndicate roadmaps to Geo’s
Develop and execute Programs to simplify upsell/ accelerate key categories
Provides business/ market insight to promote business opportunities and creates tools, materials, processes to address them
Identify White Space and upsell Opportunities
Provide competitive analysis and action plan for each category
Has In depth knowledge about the offer E2E. Links with portfolio/ lifecycle/ E&P/ channel/ delivery/ GO teams
Primary interface between Geo & Product Management teams
Provides feedback on future service needs to portfolio team based on feedback from GEO and analysis
Provides support to top deals WW
Drives outside in view, leads key business initiatives to drive order growth
Spotlights key wins and opportunities
Education and Experience
University or Bachelor’s degree, advanced degree or MBA preferred.
Typically 12-15+ years of professional services experience.
Demonstrated successful experience in managing a worldwide team.
P&L management experience; moderate size & complexity.
Knowledge and Skills
Budget Management & Cost Optimization – Establishes, tracks and enforces spending parameters to protect the company’s business and sales assets, and ensures their effective engagement.
Vertical Industry Acumen – Develops and exercises a profound understanding of business dynamics within area of control, as a basis for informed business decision making.
Execution Management – Collaborates effectively with the company's 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 – Strong credibility in building relationship with Customers and other senior business leaders. Contributes to enduring executive relationships that establish the company’s consultative professionalism and promotes its total solution capabilities at the highest levels of the client’s organization.
Competitive Positioning/Strategy – Uses competitive intelligence to develop strategies that will differentiate and positively influence the customer’s buying decisions.
Solution Selling – Approaches selling from a business solution perspective to ensure that company 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 the company’s products/services and how the businesses work together.
Change Management – Acts as an advocate for develops methods for supporting innovation and change across the organization.
Problem Solving – Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution.
Leadership – Able to lead effectively in matrix environments, collaborate across different business functions, demonstrate behaviours consistent with ‘leading at HPE’ and;
influence without direct authority;
balance between competing priorities and be flexible and creative;
drive team performance to best in class;
create and build highly effective sales teams and organization
communicate effectively across multiple levels in client organizations, the company and the industry.
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