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 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
• Partner, channel, and external vendor management

Critical Success Factors

• Scale the WXP-Collaboration business through effective partnership with HP Digital Solutions and the Collaboration Sales Specialist.
• Create a streamlined, scalable software renewal and custom quoting motion across North America.
• Increase software adoption, attach, renewal conversion, retention, and profitable revenue growth.
• Improve quote response times, custom SKU execution, and process visibility while eliminating bottlenecks.
• Keep sales teams current and confident on the latest offerings, value propositions, licensing, and customer engagement motions.
• Establish trusted partnerships across Sales, Digital Solutions, Category, Product, Services, Operations, Distribution, and external vendors.

Impact & Scope

Impacts North America Collaboration software growth, retention, profitability, and seller readiness. Leads and provides expertise to cross-functional teams and participates in initiatives spanning Category, HP Digital Solutions, Sales, Product, Marketing, Services, Operations, Distribution, Channel, and external technology partners.

Complexity

Works on complex business and operational challenges where analysis of customer, product, pricing, entitlement, financial, and sales data requires in-depth evaluation. Balances growth, customer experience, speed, process governance, and profitability across multiple stakeholders and software motions.

Salary

The on-target earnings (OTE) range for this role is $133,950 to $210,300 USD annually with a 80%/20% (salary/incentive) mix. There are additional opportunities for pay in the form of bonuses and/or equity (applies to United States of America candidates only). Pay varies by work location, job-related knowledge, skills, and experience.

Benefits:
HP offers a comprehensive benefits package for this position, including:

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including;
• 4-12 weeks fully paid parental leave based on tenure
• 13 paid holidays
• Additional flexible paid vacation and sick leave (US benefits overview)

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

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, or knowledge. Responsibilities may change, and additional functions may be assigned as needed by management.

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Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"