Sales Enablement Representative

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About the organization

The HP Industrial Division is a growing business unit that provides world-class digital printing solutions, unlocks new business opportunities, and drives profitable growth in Industrial Printing. As solid market Leaders, we have been able to consolidate as technology innovators, market disrupters and profit generators for our customers. 

Industrial Print Sales Operations is the backbone of the business activity, driving processes and tools to keep the sales motion meanwhile increasing our customer satisfaction and brand loyalty. This area works collaboratively with the Sales Organization, Business Management, Services, and many other key stakeholders, driving operational excellence and manage business continuity risks.

Job Description

As part of our Industrial Print Americas Sales Operations Team, the Sales Enablement Representative (“SER”) applies developed subject matter knowledge to solve common and complex business issues from Customers and internal HP teams within established guidelines and recommends appropriate alternatives. Drives operational excellence, system efficiencies and effective communication across the different teams to create synergies, collaboration, and alignment. The SER is directly assigned to customers/partners as a focal point of contact for operational aspects related to the Opportunity to Cash business, a team player with strong commitment to accomplish tasks and goals, deep understanding of change management and capable to work agile to deliver fast results; this includes the understanding and analysis of account financials required to manage top level escalations by interacting with HP leadership team and management at customer/partner side. This role exercises independent judgement within generally defined policies and practices to identify a solution, assist in driving the operational strategy for the assigned customers/partners and may participate in key contractual negotiations in support to the Sales Account.

The SER role provides process-consulting expertise to projects and Sales Account teams in developing the required customer solution and enable the efficient execution of operational processes, and also provides support to the transformation of the processes and capabilities required to operate the business.

Examples of operational topics handled in this role can be, within others:

• Provide consultancy and support to an account that wants to centralize the purchasing of hardware, services and/or supplies agreements.
• Work with the Sales Account as well as other internal stakeholders to implement new business models, or any processes and procedures supporting HP’s policies related to compliance and global trade.
• Advocate the customer/partner requirements in the development of automated solutions.

Responsibilities

• Manage opportunity to cash related to mid- size to large domestic accounts, driving multiple complex operational processes such as opportunity configuration & quote, overall bid management, margin analysis, revenue recognition, etc.
• Act as focal point of contact to internal/external stakeholders for moderate to high complex operational matters within the Opportunity to Cash processes.
• Act as a point of escalation and collaborate with other functions to drive resolution of operational issues of medium to high complexity, in support of the customer/partner requirements.
• Prepare and run operational performance reviews with country sales and/or strategic customer/partner and support improvement plans.
• Proactively communicate operational processes changes to sales and/or customers/partners and internal clients; support the implementation phase.
• Lead other functions and organizations to resolve issues (e.g., sales teams, supply chain, logistics) as they relate to customer support.
• Drive and/or monitor efforts to optimize current processes, often collaborating with other groups within HP to improve day-to-day activities.
• Represent the customer/partner needs and provide business requirements to projects of moderate to high complexity.
• Resolve high impact operational issues (e.g., issues related to global trade and compliance policies, issues with high dollar-value exposure).

Education and Experience Required

• First-level university degree or equivalent experience; may have advanced university degree.
• Typically 2-3 years of related experience, preferably in business administration, sales operations, customer experience, finance, contract management or similar.

Knowledge and Skills

• Excellent communication skills (e.g. written, verbal, presentation); mastery in English and local language as well as other languages as required.
• Basic financial and business acumen. Solid understanding of core HP businesses and the revenue cycle.
• Superior research and analytical skills.
• Ability to collaborate and network with other groups and functions to reach business objectives, in support of the customer/partner requirements. Developing consulting, negotiation, and influence skills.
• Project management skills such as design, planning, execution and implementation.
• Proven ability to establish and maintain good relationships with external customers/partners on peer level and one level above.
• Ability to identify and implement customer-specific process improvements.

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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).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

If you’d like more information about HP’s EEO Policy or your EEO rights as an applicant under the law, please click here: Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law – Supplement