#589215 – Business Account Manager, Sales Compensation (Enterprise Business) (24-03-2011)

Job Description:

• Single point of contact to senior region stakeholders and global E2E functions for effective sales comp plan deployment
• Ensures governance approval processes are adhered to across complete Sales comp cycle
• Manages sales plan design exception process, per SID defined guidelines
• Shares business intelligence back into the E2E teams
• Drives specific programs as appropriate
• Consults and drives process improvement with sales teams.
• Understands BG coverage model and interfaces with SID on regional requirements/solutions for country exceptions
• Point of contact for senior region sales stakeholders for sales comp plan deployment
• Provides sales consultation on coverage, plan usage, measurements, design calendar and deliverables

Job Requirement:

• First-level university degree or equivalent experience; advanced university degree preferred.
• Typically 10+ years of related experience in IT/business operations.
• Typically 8+ years of project management experience.
• Quality improvement training required and certification preferred.
  · Consultative, communication and business strategy skills
  · Cultivate and manage relationship with senior sales leaders
  · Able to influence and sell ideas
  · Able to represent global sales compensation strategies
  · Creditable and able to say no / close issues with executives
  · Able to manage virtual teams to create solutions and proposals (feasibility, coverage models)
  · BG expertise and knowledge of sales, compensation practices, sales processes and systems

Other Knowledge and Skills Required:

• Advanced knowledge and subject matter expertise for HP operational processes, industry trends, and customer/partner requirements.
• Advanced understanding of core HP businesses and the revenue cycle.
• Superior communication skills (i.e. written, verbal, presentation), leadership, consulting, influence, and negotiation skills. Mastery in English and local language as well as other languages as required.
• Ability to lead complex process improvements using industry standard quality improvements tools and concepts, and has thorough understanding of change management processes and procedures.
• Excellent program management, problem solving, and analytical skills, and the ability to execute a program within the scope of overall strategies.
• Strong financial and business acumen.

Critical Competencies to Drive Business Results

Data Analysis & Reporting
Systematically analyzes business data, and develops reports that ensure accurate, usable information for business decision-makers.

Tool Development/Enhancement
Develops, improves and educates on tools used in area of control in alignment with corporate business needs, requirements or goals

Stakeholder Negotiation & Commitment Building
Collaborates effectively with others to ensure shared commitment to an enterprise and mutually beneficial results

Compensation Acumen
Understands compensation, its role in maintaining performance excellence, and how its systematic application contributes to HP business success.

Process Management & Transformation
Identifies process short-comings and works with others to improve or transform processes

Problem Solving
Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution

Change Management
Develops methods for supporting innovation and change across the organization