Channel Managed Print Services- Partner Business Manager

Job Summary:

Applies advanced subject matter knowledge to solve complex business issues and is regarded as an expert in selling to channel businesses. Frequently leads the development of new ideas and methods in working with and selling to channel partners. Track record of establishing strong relationships with Channel Partner executives, sales managers, and individual sales reps. Is an expert presenter and excels in teaching channel sales reps programs, offers, and value differentiation. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements, programs, and offers for channel partners. Frequently represents the organization to channel partners and industry leaders. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower-level employees.

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.
• Establishes and maintains account plans to promote sales growth.
• Achieves assigned quota for HP products, services and software.
• 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.
• Recruits and develop business relationship with new partners.

Education and Experience Required:

• University or Bachelor's degree.
• Typically 7 years of selling experience at 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.

The on-target earnings (OTE) range for this role is $131,150 to $190,000 annually, with a 60/40 (salary/incentive) mix [Input the correct salary/incentive mix numbers based on the role]. There are additional opportunities for pay in the form of bonus and/or equity (applies to US 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.