#581583 — BI Sales Forecast Report Developer/Architect (24-03-2011)

Responsible for building technical forecast sales reporting solutions for APJ Enterprise Business operations. The Solution Architect will join the Sales Process Decision Support organization in the sales forecasting team, and be accountable for understanding business requirements and transferring them into clear reporting solutions that focus on elements of process management. The candidate must be an expert in SQL and be able to create reports via SQL scripts. They will be responsible for working with various country counterparts to ensure data consistency, validity, and process governance. The individual must be capable of managing multiple workflows, contain expert level technical skill sets, and be proficient in multiple reporting technologies. One key area of focus in the Monthly Sales Review preparation, which involves mass data collection from various data sources, data editing/analysis, and working with country counterparts to validate data prior to distribution. The Solution Architect will be accountable for extracting data from multiple sales, finance, and compensation systems and generating a report across various business product lines and business units within APJ.

Job Description:

• Partner with regional, country, and worldwide teams to build effective reporting solutions
• Design and develop complex reporting solutions that provide visibility into forecasts, pipeline, sales effectiveness, and performance management
• Extract data from multiple data sources via SQL statements
• Validate data with various countries and business units to ensure solutions are high in data integrity
• Capable to comprehend and deliver results on complex algorithms and sales metrics related to HP forecasts
• Ensures sales process governance through BI reporting solutions
• Provides recommended analytical metrics to ensuring sales process adoption, consistency, and business clarity
• Guide the strategic direction of HP EB Operations sales process analytical framework
• Drive the stability and assurance of the APJ BI reporting platform
• Ensure the Business reflects confidence in team reporting solutions

Job Requirement:

• First-level university degree required; advanced university degree preferred
• Expert level experience in building sales reports using SQL from multiple data sources
• Typically 7+ years of experience in BI reporting and analytics
• Expert SQL proficiency, experience in designing database and extracting data for analysis
• Expert working with SQL Server, MS Access, Oracle, or SAP
• Very strong in VBA scripting, MS Excel and Access programming
• Strong technology business acumen
• Strong experience in sales forecast reporting required
• Strong MS Windows knowledge, including SharePoint , PowerPoint, Word, Macro, Visio and MS Project
• Experience leveraging multiple data sources for reporting solutions, large volumes of data, compiling data extracts
• Knowledge and experience with Data Warehousing and Data Modeling concepts
• Experience with CRM systems required
• Knowledge of Business Objects reporting tool knowledge, and other reporting technology are desirable while not mandatory

Other Knowledge and Skills required:

• Strong communication skills includes verbal, written, and presentation forms
• Strong analytical and business acumen; in-depth business and sales operations knowledge
• Expert technical skills including database designing and scripting and at least one programming language skills
• Experience with building forecast and pipeline reports
• Excellence in analytical reporting design, development, and execution within a multi-dimensional organization
• Ability to work internationally, across various forms of business units
• Number-driven, detailed oriented, resourceful, and pro-active individual
• Ability to work independently, prioritize and meet demanding deadlines
• Knowledge of sales operations, sales requirements, and sales processes/workflows
• Proven data quality and integrity process development

#584106 - Sales Readiness Process Manager (24-03-2011)

Responsible for leading the sales readiness planning and process for EB Operations. This leadership role is accountable for building and leading the sales readiness model across Asia-Pacific & Japan, while managing strategic sales processes/projects/programs to ensure compliance and adoption. As HP manages multiple sales processes (i.e. quota deployment, on boarding, account management, etc.) across countries and business units, the sales readiness leader will own various initiatives end-to-end. They will be aligned to Senior Management and ensure sales readiness initiatives are transparent and progress toward success. The candidate will own the processes, content, and communication for key sales readiness initiatives within HP, and align themselves with a Worldwide ecosystem of sales readiness related organizations. The person will lead the region readiness processes by designing a workflow and governance model to ensure progress transparency to the Business stakeholders.

Job Description:

• Provide sales readiness process, program, and project leadership to Senior Management teams throughout Asia-Pacific & Japan
• Build the vision plan for regional sales readiness initiatives/model and engage with the country teams to ensure success
• Develop new sales readiness tools and solutions to ensure sales teams are ready for strategic initiatives across the region, countries, Business Units, and worldwide
• Provide analytical insight from reports; communicate various forms of sales analysis
• Lead HP change management opportunities to ensure minimal disruption to the Business
• Partners with worldwide organizations to ensure APJ sales readiness vision plans/objectives are well communicated
• Work with the country Sales Process Decision Support leads, consultants, and analysts to ensure readiness governance
• Drive the stability and assurance on adoption of programs and strategic sales initiatives, manage project targets, ensure compliance across the Business

Job Requirement:

• First-level university degree required; advanced university degree preferred.
• Typically 8+ years of experience in a business related function, preferably sales, sales operations, strategy, or planning
• Strong background in successfully meeting program or project timelines, ensuring multiple countries and teams meet designated deadlines/targets
• Excellence in understanding the environment of sales (processes, success requirements, etc.) and capable to generate new solutions/tools to ensure sales readiness
• Success managing projects and programs across multiple countries, proven experience working with multidimensional organizations
• Experience in designing and implementing end to end sales process solutions and workflows
• Experience with CRM systems a plus but not required
• Experience with analyzing and extracting intelligence from analytics/metrics, and communicating results to stakeholders
• Success in analyzing sales process movement/trends/changes, and working with management to act on the analysis
• Ability to understand and implement different project and development life cycle methodologies

Other Knowledge and Skills required:

• Superior communication skills includes verbal, written, and presentation forms
• Strong background in managing sales related programs and projects, needs to have a strong sales acumen
• Excellence in analytical process analysis to ensure process management adoption
• Experience working with various sales platforms, infrastructure, and tools
• Strong leadership, staff development, engagement skills, and ability to build internal ecosystem consisting of various global organizations
• Proven success is resolving sales process adoption and governance challenges
• Strong ability to influence senior management around process best practices
• Ability to work internationally, across various forms of business units
• Capable of driving and leading change within an operations
• Number-driven, detailed oriented, resourceful, and pro-active individual
• Ability to work independently, prioritize and meet demanding deadlines
• Strong experience with interacting with senior management and executives
• Knowledge of sales operations, sales requirements, and sales processes/workflows
• Proven data quality and integrity process development

#589155 – Transformation and Innovation Program Manager, Sales Compensation (24-03-2011)

Key member of MBP Core team to enable Margin Based Pay for the HP sales force. The focus for this role will be to formulate deliverables for Country Sales managers to facilitate Management of Change and Sales & Business organization transformation with the introduction of MBP.

Job Description:

• Leads Strategic programs / projects / work streams, Management of Change, leading business transformation, and innovation projects.
• Be responsible to formulate and co-ordinate activates including MBP Sales communication, Training, Dialogue sessions, Feedback sessions, and feedback surveys in support of Country Sales managers. Work closely with WW Sales Comp communications team to formulate deliverables in these aspects.
• Partner with Business Intelligence team to formulate Margin based reporting.
• Work with BU, Sales and SCO to develop, design and implement key business processes in support of Margin Based Pay implementation.
• Project manages the implementation of MBP with specific country Sales teams.
• Organize country review of success and/or shortcomings MBP implementation with Country Sales & BU leaders. Communicate and relate the relevance MBP implementation with country business and sales tracking and planning routines.

Job Requirement:

• Bachelor's Degree in Business Administration or comparable study required
• 5+ years experience in a Process Management role of complex projects with a heavy focus on proven results
• Experience managing relationships and projects worldwide, shifting priorities, and managing resource constraints
• Sales compensation experience a plus, Finance, IT, and/or Sales experience desired
• Ability to manage and drive decisions and ensure that country MBP contacts keep to their commitments cross functions and cross cultures
• Ability to drive time sensitive deadlines and resolve issues quickly
• Ability to understand business requirements of margin and facilitate operational solutions to achieve objectives
• Clearly communicate deliverables and timelines and appropriately escalates
• Experience working on and developing business processes and gathering business requirements and communicating with systems and process owners
• Strong leadership and communication/presentation skills
• Experience working with BU and Sales is a plus in order to understand how the business works and what sales needs to be successful

#589248 – Business Account Manager, Sales Compensation (Enterprise Business Software) (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
• 8+ years of related experience in IT/business operations
• 6+ 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

#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

#490745 — Process & Capabilities Analyst II (24-03-2011)

Job Description:

• Communicates project status, process standards and changes, and issues and workarounds, clearly and succinctly to business and operations support team.
• Owns the research and data analysis for moderately complex projects.
• Represents the needs of the business during process improvement projects.
• Collaborates with operational teams and business stakeholders to gather business requirements, supporting the design of new or improved processes of low complexity, and understand business/customer impact.
• Utilizes standard project management and quality improvement methodologies as appropriate.
• Supports processes/programs that impact multiple business units and/or countries.

Job Requirement:

• First-level university degree or equivalent experience.
• Typically 2-4 years of related experience in IT/business operations.
• Typically 1-3 years of project management experience.

Other Knowledge and Skills Required :

• Broad knowledge of HP operational processes.
• Intermediate understanding of core HP businesses and the revenue cycle.
• Solid communication skills (i.e. written, verbal, presentation). Mastery in English and local language as well as other languages as required.
• Sound knowledge and experience in process area and able to suggest process improvements.
• Basic project management skills.

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