WW Quota Deployment and Coverage Manager

WW Quota Deployment and Coverage Manager

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 days per week from an HPE office.

Job Description:

Individual responsible to lead globally the HPE Sales Quota and Coverage process design & execution during the annual HPE Sales Readiness cycle. This includes providing guidance & oversight during the design, setup & execution of the process interlocked with key stakeholders in support specific business outcomes & KPIs.  Individual is also responsible to lead/support executive level reviews with stakeholders in the different geographies and/or global business units.

Defines, manages, and evaluates business plans to ensure they are operationally executable against defined strategic objectives. Leads and partners with cross-functional teams to develop short-term (typically less than two years) business plans and supporting data-driven models. Prepares comprehensive implementation tactics, including execution plans, resource allocation plans, follow-up guidelines, assessment, and process accountabilities. Ensures that business activities are aligned with stated plans among different stakeholders. Sets business metrics, evaluates actual performance, and makes recommendations to business leaders on performance target achievement. Develops data-driven analyses to optimize resources and ensure that business plans can be translated into financial value. 

Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.

How you will make your mark:

• Leads the overall Sales Quota deployment & Coverage (Q&C) workstream objectives, deliverables, timelines, governance interlocks during Sales Readiness, including process design and execution requirements.

• Oversees the Quota deployment process across all geographies and GBUs, to ensure deployment is aligned to HPE methodologies, guidelines aligned to the Readiness timelines.

• Ensures specific guidelines are provided to support Go-to-Market, Route-to-Market, Global Business Unit (GBU) specific needs and available in a timely manner to planners on each geography (in co-operation with SMEs and content owners).

• Provides leadership & expertise across the processes to drive planning, implementation & execution of new GTM & Compensation Design strategy guidelines, including mergers & acquisitions, considering sales impacts.

• Defines and monitors the relevant quota & coverage deployment KPIs, to track progress and performance across all geographies and GBUs.

• Lead global execution to the plan & management of risks / issues & mitigation

• Establish & manage Global program structure & governance with stakeholders

• Monitors and report overall progress to stakeholder communities

• Leads and coordinates Quota Deployment and Coverage reviews between the geographies and the GBUs.

• Hosts regular calls with geographies and content owners during Readiness cycle.

• Leads Deployment metrics design in co-operation with Compensation Design, Finance, Strategy teams considering sales planning feasibility and sales experience implications,

• Co-ordinates with Readiness leads approaches and actions to address any deviations in the Quota Deployment process.

• Provide insight/leadership to support decision making process, in order to drive outcomes or overcome barriers. 

• Prepares and maintains the Business Areas (BA) and Sales metric mapping to enable deployment; preparation of the Sales Metric Library (SML) file for Anaplan (parenting design with Anaplan Readiness Support Managers, SIS).

• Develops and delivers training & communications supporting quota & coverage deployment with sales planners, including execution in Anaplan with support of Anaplan COE (audience identification, material preparation, MoC).

• Ensure capabilities in Anaplan support Quota Deployment & coverage methodologies including reporting and analytics during Readiness. Represent business requirements to drive improvements or support of new strategies into future development.

• Perform retrospectives and identify /prioritize process improvements & monitor to the plans.

About you: 

• Typically 10+ years total experience in strategy, planning, operations, finance, or related functional area. Advanced university degree required (e.g., MBA) or demonstrable equivalent experience.

• Superior knowledge in quota & coverage deployment methodologies and processes.

• Knowledgeable of Anaplan capabilities

• In-depth experience in mergers & acquisitions & operational impacts

• Ability to host and/or coordinate status and issue resolution calls, and user training.

• Excellent verbal and written communication skills, including negotiation and influence skills.

• Excellent project management skills, including managing deliverables from others, follow-up of action items, and coordinating cross-functional initiatives that impact the organization.

• Strong relationship management skills, including partnering and consulting, and conflict resolution.

• Excellent issue resolution skills.

• Strong knowledge of creating training and informative materials for different stakeholders, using Power Point.

• Excellent analytical thinking, technical analysis, and data manipulation skills.

• Extensive knowledge of how to analyze business problems using Excel, Access and statistical analysis.

• Ability to self-manage deliverables and milestones.

• Flexibility to work on different time zones

• Ability to lead multiple, large, time sensitive projects or work streams.

• Ability to identify emerging trends from internal data and make clear and compelling business planning recommendations.

We offer:

• A competitive salary and extensive social benefits

• Diverse and dynamic work environment

• Work-life balance and support for career development

• An amazing life inside the element! Want to know more about it?

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HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together

Accountability, Accountability, Active Learning, Active Listening, Bias, Business Decisions, Business Development, Business Metrics, Business Performance, Business Strategies, Calendar Management, Coaching, Computer Literacy, Creativity, Critical Thinking, Cross-Functional Teamwork, Design Thinking, Empathy, Follow-Through, Growth Mindset, Intellectual Curiosity, Leadership, Long Term Planning, Managing Ambiguity, Policy and procedures {+ 5 more}

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

Job:

Business Planning

Job Level:

Master

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.