Public Sector Federal Capture Manager

HP Federal Capture Manager: HP Federal Capture is focused on driving new business capture. From business development (establishing new customer relationships, early opportunity identification, creating teaming & pursuit strategies), to executing these pursuit strategies to win. Coordination and communication across HP's organization is fundamental to the capture team's success. HP's Federal Capture team is a partner and customer-facing organization.

This role is responsible for leading and managing a team of senior individual contributors and managers to achieve revenue and margin goals contributing to the revenue growth for the organization. The role develops business strategies utilizing domain knowledge and ensures clients' concerns are addressed, thereby fostering strong relationships. The role manages budgets, oversees documentation of sales materials, and mentors junior team members by sharing expertise and facilitating skill development activities. Partner strategies will often be central to this team's success, and an in-depth knowledge of the partner and Federal System Integrator landscape is required. As a member of HP Federal, the successful candidate must be a US citizen.

Responsibilities

Oversees a team of individual contributors and/or managers, providing guidance, coaching, and support to ensure the development of individual team members and the overall effectiveness of the sales efforts.

• Develops targeted business plans and strategies, allocating resources effectively to achieve margin and sales goals.

• Establishes professional relationships and builds credibility with key client executives to ensure ongoing profitable revenue growth for the organization.

• Utilizes competitive intelligence for sales forecasting and account planning to influence customer buying decisions positively.

• Develops budget plans and manages resource allocation based on market trends and data-driven sales forecasts.

• Designs and manages sales incentive programs to motivate the sales team and reward high-performance individuals.

• Gathers and analyzes customer feedback to improve products or services and enhance the overall customer experience.

• Oversees the development of sales collateral, presentations, and materials while offering technical expertise to support the sales process.

• Fosters talent development within the sales force and sponsors skill-building activities to increase overall sales team productivity and achievements.

• Ensures that the sales team adheres to legal and ethical standards in all sales activities, including pricing, contracts, and customer interactions.

Education & Experience Recommended

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.

• Typically has 10+ years of job-related experience or 8-10 years of management experience, preferably in sales, business management, project management, or a related field.

Knowledge & Skills

• Account Management

• Business Development

• Business Planning

• Business To Business

• Customer Relationship Management

• Direct Selling

• Finance

• Key Performance Indicators (KPIs)

• Market Share

• Marketing

• Merchandising

• Microsoft Dynamics

• Regional Sales

• Sales Management

• Sales Process

• Sales Prospecting

• Sales Strategy

• Sales Territory Management

• Selling Techniques

• Value Propositions

Cross-Org Skills

• Customer Centricity

• Prioritization

• Resilience

• Team Management

• Strategic Thinking

Impact & Scope

Impacts large functions and leads projects requiring knowledge of multiple disciplines or areas of HP.

Disclaimer

This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.