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 template