EMEA Market Adoption & Performance Lead

EMEA Market Adoption & Performance Lead

Description -

Role Summary

The Market Adoption & Performance Lead is a senior individual contributor responsible for driving measurable adoption, performance improvement, and behavioral change to enable Global Pricing & Deal Management performance improvement and transformation.

This role sits at the intersection of pricing expertise, metrics ownership, stakeholder influence, and business requirements translation. The individual is accountable for:

• Delivering and interpreting adoption and performance metrics

• Influencing stakeholders to change pricing behaviors and ways of working

• Representing local market pricing realities to ensure global processes and technology work in practice

Success is defined by data‑proven improvement in pricing execution and by ensuring that new processes and technology scale globally without breaking locally.

Core Accountability Areas

1) Metrics Ownership & Performance Delivery

• Own and deliver local transformation performance metrics aligned to global KPI focus areas (e.g., manual vs. touchless deal mix, turnaround time, pricing adherence and exception visibility, model/digital pricing adoption, dashboard usage).

• Analyze results to identify root causes, not just symptoms, and clearly articulate what must change to close performance gaps.

• Produce fact‑based, action‑oriented readouts for pricing leadership and stakeholders that drive accountability and decision‑making.

• Use metrics as a primary influence tool to reinforce new expectations and challenge legacy behaviors.

This role uses metrics to change outcomes, not just report status.

2) Influencing Stakeholders to Change

• Influence pricing, deal desk, sales, and partner‑facing teams to adopt new pricing processes, tools, and governance, even when change creates friction.

• Act as a credible pricing partner, using data and pricing logic to shift mindsets and behaviors.

• Identify where legacy practices persist (manual workarounds, inconsistent approvals, avoidance of digital pricing) and actively intervene through insight, coaching, and reinforcement.

• Partner with leaders to align expectations around speed, consistency, automation, and disciplined execution.

Success requires comfort constructively challenging stakeholders using facts, metrics, and pricing judgment.

3) Pricing Knowledge & Subject‑Matter Credibility

• Maintain strong working knowledge of pricing operations, deal economics, approval workflows, and governance guardrails.

• Understand how pricing decisions affect margin, win rate, turnaround time, and seller/partner experience.

• Engage confidently with pricing and sales stakeholders as a peer, not a project coordinator.

• Apply pricing context when interpreting adoption data to ensure insights reflect real business dynamics.

4) Local Business Requirements & Market Nuance Representation

This role is the voice of the local market within the global pricing transformation.

• Surface and articulate local business requirements, regulatory considerations, deal structures, customer behaviors, and operating nuances that must be accounted for in new processes and technology.

• Translate local realities into clear, structured requirements, use cases, and impact assessments for global process, technology, and transformation teams.

• Partner with global teams to ensure new solutions:

  • Scale consistently without eroding local effectiveness

  • Balance standardization with necessary flexibility

  • Do not create unintended friction or compliance risk in‑market

• Validate that global designs (processes, workflows, tools, guardrails) are practical, usable, and enforceable in the local environment.

• Provide feedback post‑deployment to identify design gaps where local nuance was not fully addressed.

This role prevents “globally elegant, locally unworkable” solutions.

Required Qualifications

• 5+ years experience in pricing, deal management, pricing operations, sales operations, sales, category or pricing transformation roles.

• Demonstrated ownership of performance metrics and business insights.

• Proven ability to influence senior stakeholders without authority.

• Strong analytical and communication skills, with the ability to translate complexity into action.

Preferred Qualifications

• Experience working with pricing tools, CPQ workflows, or analytics dashboards.

• Exposure to HP global operating models with local execution responsibility.

• Formal change management experience is a plus, but pricing credibility and influence are essential.

Success Measures

• Sustained improvement in local pricing execution metrics aligned to transformation goals.

• Clear evidence of behavior change, not just tool usage.

• Global teams actively rely on this role to pressure‑test designs against local reality.

• Leadership views the role as a trusted pricing, performance, and market‑insight partner.

Job -

Sales Operations

Schedule -

Full time

Shift -

No shift premium (Spain)

Travel -

Relocation -

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"