North America Collaboration Software Business Development Manager

HP•Spring, TX

4d•$133,950 - $210,300

About The Position

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 with 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 and the Collaboration Sales Specialist to scale the WXP-Collaboration business across North America. The role leads sales education and enablement on software offerings, licensing models, renewal motions, value propositions, and customer use cases. It also oversees renewal opportunities, custom quote development, pricing and commercial management, customer-specific SKU creation, pipeline reporting, and cross-functional execution.

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; category, product line, and P&L management; software renewals, subscriptions, licensing, and retention; enterprise quoting, pricing, margin analysis, and custom SKU management; go-to-market strategy, value propositions, and sales enablement; pipeline management, KPI development, analytics, and executive reporting; cross-functional program and project management; customer relationship management and market research; Digital Solutions and workplace experience platforms; and partner, channel, and external vendor management.

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 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.
Partner with HP Digital Solutions and the Collaboration Sales Specialist to build pipeline, support customer opportunities, accelerate adoption, and improve WXP-Collaboration sales-cycle 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 ownership, visibility, and a defined path to closure for renewal opportunities; improve processes to increase conversion, 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 to develop accurate proposals.
Develop renewal and expansion quotes aligned with customer requirements and HP profitability objectives; evaluate pricing and costs, coordinate strategic pricing support, and protect margin requirements.
Create customer-facing pricing proposals and maintain quote accuracy throughout the sales cycle.
Manage end-to-end customer-specific SKU creation for custom software opportunities, including request validation, templates, coordination with Product Management, Services Lifecycle, SKU Enablement, and Operations, progress tracking, and audit documentation.
Collaborate across Sales, Category, Marketing, Finance, Product Management, Services, Digital Solutions, Distribution, Channel, and Operations to execute category and commercial plans.
Facilitate communication between account teams and operational stakeholders, 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.
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, and improve training priorities and effectiveness using seller feedback, adoption indicators, and business performance.
Equip sellers to identify software opportunities, position recurring-value solutions, navigate quoting and renewal processes, and engage appropriate support teams.
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.
Lead and provide expertise to cross-functional teams and participate in initiatives involving Category, HP Digital Solutions, Sales, Product, Marketing, Services, Operations, Distribution, Channel, and external technology partners.