HP
Sant Cugat del Valles, Barcelona, Spain
Medium Business Inside Sales Manager - Italian Speaking
The Medium Business Inside Sales Manager leads a team of Commercial Inside Account Executives, developing end-to-end account strategies and driving sales engagement for medium business accounts, either directly or through channel partners. This role is responsible for guiding, coaching, and supporting team members to ensure individual development and overall sales effectiveness, with a focus on achieving sales quotas, expanding the customer base, and fostering strong relationships with both customers and channel partners.
Team Leadership: Oversee a team of 10–15 iAEs, providing guidance, coaching, and support to develop individual team members and drive overall sales effectiveness.
Sales Coverage: Develop targeted business plans and allocate resources to achieve sales and margin goals, using tools like heatmaps and whitespace analysis.
Pipeline Management: Maintain and analyze opportunity identification, qualification, and management; develop strategies to hunt new logos within low or no SOW accounts.
Business Acumen: Develop budget plans and manage inside sales resource allocation based on market trends and data-driven forecasts.
Customer Retention & Growth: Retain existing customers while identifying and pursuing upsell and cross-sell opportunities for PC++ (including headsets, displays, carepacks).
Channel Sales: Build solid relationships with channel teams to enable iAE and PBM alliance for successful implementation.
Customer Experience: Coordinate with customer support teams to address issues and ensure a seamless experience.
Recruitment & Training: Recruit, onboard, and train inside sales resources to ensure skill and knowledge development, including specialization in PC++.
Performance Management: Evaluate and guide employee performance, supporting individuals through sales challenges and managing results for all performers.
KPI Tracking: Define and track key performance indicators to measure team success.
Strategic account leadership and the ability to act as the "account lead."
Strong collaboration skills and the ability to lead cross-functional teams.
Expertise in outcome-based selling and crafting value propositions.
Proficiency in digital and remote selling.
Ability to manage complexity and drive portfolio-based outcomes.
Knowledge in P&L management.
Strong business acumen & executive presence
Strong understanding of a modern IT (services) ecosystem. Deep expertise in HPs Outcome Based Sales value prop. & offerings
Ability to develop strong relationships with influencers/decisions makers
To navigate complex organizations to find expansion opportunities
To lead meetings with high variety of senior-level stakeholders
To leverage customer, industry, product and service knowledge to develop long-term growth strategies
Culture of proactive business development, collaboration, accountability and follow-through with strong negotiation and deal closing skills
Experience leading account teams on local and global scales
Sales Technology: Leverage CRM systems and other tools to streamline operations and enhance productivity.
Compliance: Ensure the inside sales team adheres to legal and ethical standards in all sales activities, including pricing, contracts, and customer interactions.
Sales Planning & Strategy: Ability to develop targeted business plans and allocate resources based on market trends and data-driven forecasts.
Analytical & Critical Thinking: Understand industry drivers and customer base to bridge HP solutions with account-relevant problems and opportunities.
Organization & Time Management: Prioritize tasks, set goals, and manage time effectively.
Leadership: Lead effectively in complex environments, influence channel partners, balance competing priorities, and drive team performance.
Problem Solving: Navigate market complexities and develop practical solutions.
Collaboration & Communication: Work closely with internal teams, channel partners, and customers to achieve business objectives.
Technical Proficiency: Leverage technology and CRM systems to enhance productivity.
New Technology & AI: demonstrated curiosity and confidence in adopting emerging tools and technologies—especially AI—to enhance sales performance, customer engagement, and productivity. The ability to quickly learn, adapt, and apply digital solutions in daily workflows, and to use AI insights to drive smarter decisions and more personalized customer interactions.
Experience: Typically 10+ years of job-related experience or 8–10 years of management experience in sales.
Native Italian language fluency.
High English language fluency.
Education: Bachelor’s degree is required.
Qualifications:
Proven experience in sales management, preferably in inside sales or telesales environments.
A background in Information Technology or a related technical field, gained through both education and professional experience, will be highly valued.
Demonstrated ability to lead and develop high-performing sales teams.
Familiarity with sales planning, pipeline management, and CRM systems.
Proven experience in sales, account management, or a related role.
Strong understanding of sales processes and strategies.
Experience working with medium business accounts is preferred.
A truly international experience: Work in a global organization with colleagues from 60+ nationalities, collaborating across cultures and geographies.
Continuous growth & career development: Multiple internal mobility and career opportunities, supported by HP’s learning platform to keep growing your skills.
Competitive benefits package, including:
Hybrid work model (home office / office), depending on the role/functions
Health & Life insurance
Ticket Restaurant Vouchers or lunch at reduced prices at our canteen
Flexible working hours to support work–life balance
HP Flex Program: Kindergarten vouchers & Transport Card
Exclusive HP products offers and discounts for employees, friends and family
Inclusion & belonging at the core: Join our global employee networks such as Women, Pride, Inclusion, NextGen, Sustainability & DisAbility, with opportunities to get involved locally.
Give back to the community: Participate in volunteering initiatives or join our annual HP Charity Day held onsite.
Stay active & energized: Access our sports center (indoor & outdoor) with 25+ coordinated activities.
Onsite medical services: Doctor and medical team available for annual checkups, nutrition, oral hygiene, physiotherapy, and general health.
Creativity & innovation: Enjoy our Printing Happy Hour—from photos to large posters—and hands‑on workshops using the latest printing technologies, from wall covers to 3D printing.
Easy commuting: Free parking available or excellent access via nearby train services.
Women Network initiatives: Networking events, STEM promotion, business acumen talks, work–life balance sessions, and future skills development.
Sales & Services entity
Sales
Full time
No shift premium (Spain)
25%
Yes
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