North America Collaboration Software Business Development Manager

HP•Houston, TX

About The Position

The North America Collaboration Software Business Development & Renewals Manager owns business development, commercial execution, and operational performance for HP’s Collaboration software portfolio across North America. The role develops category growth plans, manages software renewals and custom quoting, and works across internal teams and external technology vendors to grow software revenue, retention, and profitability. A central priority is partnering with HP Digital Solutions and the Collaboration Sales Specialist to scale the WXP-Collaboration business. The manager leads software sales education and enablement, covering current offerings, licensing models, renewal motions, value propositions, and customer use cases. The role also owns renewal opportunities for Poly and Pexip software, custom quote development, customer-specific SKU creation, pipeline and performance reporting, and improvements to commercial and operational processes. This position has North America-wide impact on Collaboration software growth, retention, profitability, and seller readiness. It leads and provides expertise to cross-functional teams and addresses complex business and operational challenges involving customer, product, pricing, entitlement, financial, and sales data. The role balances growth, customer experience, speed, governance, and profitability across multiple stakeholders.

Requirements

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.
Knowledge of software business development and recurring-revenue growth.
Knowledge of category, product line, and P&L management.
Knowledge of software renewals, subscriptions, licensing, and retention.
Experience or knowledge in enterprise quoting, pricing, margin analysis, and custom SKU management.
Knowledge of go-to-market strategy, value propositions, and sales enablement.
Knowledge of pipeline management, KPI development, analytics, and executive reporting.
Cross-functional program and project management capabilities.
Knowledge of customer relationship management and market research.
Knowledge of Digital Solutions and workplace experience platforms.
Partner, channel, and external vendor management capabilities.

Nice To Haves

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.

Responsibilities

Contribute to the North America Collaboration software business plan and strategies to drive growth and profitability.
Own product line and quota management for assigned software offerings, customer segments, or sales motions.
Represent the software business with internal stakeholders and external partners, and lead engagement with sales teams.
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.
Partner with HP Digital Solutions and the Collaboration Sales Specialist to build pipeline, support customer opportunities, accelerate adoption, and improve WXP-Collaboration sales execution.
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 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.
Manage the North America Poly and Pexip software renewal motion from opportunity identification through close.
Review quarterly renewal reports and 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 and visibility of renewal opportunities and drive them toward closure.
Improve processes to increase renewal conversion, software retention, and quoting efficiency.
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 for proposals.
Develop renewal and expansion quotes aligned with customer requirements and HP profitability objectives.
Conduct pricing and cost evaluations, coordinate strategic pricing support requests, protect margin requirements, and maintain quote accuracy.
Manage end-to-end customer-specific SKU creation for custom software opportunities, including validating requests and preparing required templates.
Coordinate with Product Management, Services Lifecycle, SKU Enablement, and Operations teams to support timely SKU creation.
Track custom SKU requests against service-level expectations and maintain audit documentation for requests and approvals.
Collaborate across Sales, Category, Marketing, Finance, Product Management, Services, Digital Solutions, Distribution, Channel, and Operations to execute plans.
Facilitate communication between account teams and operational stakeholders to remove blockers and accelerate opportunity closure.
Distribute completed quotes and commercial information to appropriate sales, distribution, and partner stakeholders.
Escalate stalled opportunities, process exceptions, pricing issues, and execution risks as needed.
Own the sales training and education plan for 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.
Keep enablement content current and commercially relevant in partnership with the Collaboration Sales Specialist, Product Management, Digital Solutions, and Marketing.
Equip sellers to identify software opportunities, position recurring-value solutions, navigate quoting and renewals, and engage appropriate support teams.
Use seller feedback, adoption indicators, and business performance to improve training priorities and enablement effectiveness.
Maintain visibility into software pipeline, renewal opportunities, custom quote requests, and WXP-Collaboration opportunities.
Track renewal conversion, revenue retention, net new software revenue, quote turnaround time, custom SKU cycle time, quote accuracy, pipeline coverage, win rates, attach, and SLA adherence.
Provide 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.

Benefits

Health insurance
Dental insurance
Vision insurance
Long-term and short-term disability insurance
Employee assistance program
Flexible spending account
Life insurance
Four to twelve weeks of fully paid parental leave based on tenure
Thirteen paid holidays
Additional flexible paid vacation and sick leave
Additional opportunities for bonuses and/or equity for United States of America candidates