*_ responsibilities: _*
- serves as the expert to the partner for extremely complex information regarding product, services, and software transitions, promotions, and configurations.
- promotes hp offerings to become a key part of the partner's business and solutions; may be brought by partner to sell hp brand to end-customers.
- establishes and maintains account plans to promote sales growth.
- achieves assigned quota for hp products, services and software.
- transactional and relationship selling working within, and influencing, a team of selling professionals.
- creates, fills-in and manages hp funnel for deals with partners and transforms potential leads into joint sales activities.
- actively engages hp resources and senior executives to build strategic relationships with the partner which ensures long
- term business opportunities for hp.
- provides the business rationale and risk assessment for making hp investments in the partner.
- ensures partners are compliant with legal and sbc practices.
- may drive sow growth with distributors who are managing small partners on behalf of hp.
- may recruit and develop business relationship with new partners.
*_ education and experience required: _*
- university or bachelor's degree.
- typically 8-12 years of selling experience at end
- user account or partner level.
- experience selling to partners in a complex environment.
*_ knowledge and skills: _*
- thorough understanding of the it industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
- thorough understanding of hp's organization & operations, including key business rules, and alignment with hp gbu go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
- thorough understanding of hp's products, software, and services. Able to communicate the strengths of hp's offerings relative to competition, and overcome objections.
- effectively sells hp offerings by building strategic relationships with partner decision makers; aligning partner and hp processes; and promoting hp programs and offerings.
- develops strategic plans with the partner to grow the size of the business and hp's share.
- partners effectively with others in the account to ensure coordinated efficient account management.
- ability to motivate partner's sales force.
- coordinates and directs efforts across hp sales teams and across business groups.
- thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members.