North America Collaboration Software Business Development Manager
Hewlett Packard (HP) · Spring, Texas, United States
North America Collaboration Software Business Development Manager
Description -
The North America Collaboration Software Business Development & Renewals Manager owns business development, commercial execution, and operational performance for the Collaboration software portfolio across North America. The role develops category growth plans, manages software renewal and custom quoting motions, and partners across Sales, Category, Marketing, Finance, Product Management, Services, Operations, Distribution, and external technology vendors to expand software revenue, retention, and profitability.
A central priority is partnering with the HP Digital Solutions organization to scale the WXP-Collaboration business in partnership with the Collaboration Sales Specialist. The role also leads sales education and enablement for the latest software offerings, licensing models, renewal motions, value propositions, and customer use cases.
Key Responsibilities
Software Business Development & Category Growth
Contribute to and actively participate in defining the North America Collaboration software business plan and strategies to drive growth and profitability.
Own product line and quota management responsibilities for assigned software offerings, customer segments, or sales motions.
Lead engagement with sales teams and represent the software business at a senior level with internal stakeholders and external partners.
Monitor KPIs, sales performance, market trends, and customer feedback; identify improvement opportunities and develop corrective action plans.
Develop value propositions, go-to-market strategies, and commercial programs that expand software adoption, attach, and recurring revenue.
Lead partnership engagements with external IT vendors supporting the Collaboration software portfolio.
WXP-Collaboration Scale & Digital Solutions Partnership
Partner with the HP Digital Solutions organization to scale the WXP-Collaboration business across North America.
Work in close partnership with the Collaboration Sales Specialist to build pipeline, support customer opportunities, accelerate adoption, and improve execution across the sales cycle.
Align Category, Digital Solutions, Sales, Marketing, Product, Services, and Operations stakeholders around a coordinated WXP-Collaboration growth plan.
Translate customer, seller, and market feedback into actionable recommendations for positioning, packaging, offers, roadmap priorities, and go-to-market execution.
Track WXP-Collaboration pipeline, attach, conversion, revenue, and adoption performance and recommend actions to achieve business targets.
Software Renewals Ownership
Manage the North America Poly and Pexip software renewal motion from opportunity identification through close.
Review quarterly renewal reports and proactively identify renewal opportunities, entitlement status, expiration dates, and account ownership.
Serve as the central point of contact for non-named account software renewals and coordinate named-account opportunities with Collaboration Sales Specialists.
Maintain clear ownership, visibility, and a defined path to closure for renewal opportunities.
Drive continuous process improvement to increase renewal conversion, software retention, and quoting efficiency.
Custom Quote, Pricing & Commercial Management
Lead custom software quote development for Poly PrivateConnect, CloudConnect, FedConnect, and related Pexip-powered offerings.
Gather customer requirements, bills of materials, entitlements, term requirements, pricing targets, and partner information needed to develop accurate proposals.
Develop renewal and expansion quotes that align with customer requirements and HP profitability objectives.
Conduct pricing and cost evaluations, coordinate strategic pricing support requests, and protect margin requirements.
Create customer-facing pricing proposals and maintain quote accuracy throughout the sales cycle.
Customer-Specific SKU Creation
Manage the end-to-end customer-specific SKU creation process for custom software opportunities.
Validate requests for completeness and prepare required SKU creation and pricing templates.
Coordinate with Product Management, Services Lifecycle, SKU Enablement, and Operations teams to support timely SKU creation.
Track progress against service-level expectations and maintain audit documentation for custom SKU requests and approvals.
Cross-Functional Execution
Collaborate with Sales, Category, Marketing, Finance, Product Management, Services, Digital Solutions, Distribution, Channel, and Operations teams to execute category and commercial plans.
Facilitate communication between account teams and operational stakeholders to remove blockers and accelerate opportunity closure.
Ensure completed quotes and commercial information are distributed to the appropriate sales, distribution, and partner stakeholders.
Escalate stalled opportunities, process exceptions, pricing issues, and execution risks as required.
Sales Training & Enablement
Own the training and education plan for sales teams on the latest Collaboration software offerings, WXP-Collaboration capabilities, licensing models, renewal processes, and customer use cases.
Develop and deliver sales education, playbooks, talk tracks, value propositions, competitive guidance, and process documentation for HP and partner sellers.
Partner with the Collaboration Sales Specialist, Product Management, Digital Solutions, and Marketing to keep enablement content current and commercially relevant.
Equip sellers to identify software opportunities, position recurring-value solutions, navigate quoting and renewal processes, and engage the correct support teams.
Use seller feedback, adoption indicators, and business performance to improve training priorities and enablement effectiveness.
Pipeline, Performance & Reporting
Maintain visibility into software pipeline, renewal opportunities, custom quote requests, and WXP-Collaboration opportunities.
Track renewal conversion, software revenue retention, net new software revenue, quote turnaround time, custom SKU cycle time, quote accuracy, pipeline coverage, win rates, attach, and SLA adherence.
Provide concise business reviews and executive-level updates on performance, risks, opportunities, and corrective actions.
Use analytics and customer insights to identify process, offer, and sales-execution improvements.
Education & Experience Recommended
- Four-year or graduate degree in Business, Finance, Operations, Sales, Marketing, Technology, or a related discipline, or commensurate work experience and demonstrated competence.
- 7-10 years of experience in software business development, category management, software renewals, quoting, pricing, sales operations, P&L management, or commercial operations.
- Experience supporting SaaS, software subscriptions, licensing, maintenance, services renewals, or recurring-revenue business models.
- Demonstrated ability to work across multiple stakeholders in a matrixed organization and manage complex commercial processes.
- Strong analytical, project management, organizational, and executive communication capabilities.
Preferred Qualifications
- Experience with Poly, collaboration, video conferencing, UCaaS, WXP, or Microsoft Teams ecosystem solutions.
- Familiarity with Pexip solutions and customer-specific licensing models.
- Experience with SKU management, product lifecycle operations, commercial pricing governance, and channel sales motions.
- Knowledge of HP sales, distribution, Digital Solutions, channel, and operational processes.
- Experience developing and delivering sales training or enablement for software and services offerings.
Knowledge & Skills
- Software business development and recurring-revenue growth
- Category, product line, and P&L management
- Software renewals, subscriptions, licensing, and retention
- Enterprise quoting, pricing, margin analysis, and