Description
We are seeking a Sr. Sales Manager Global Channel Partner to lead large, cross-division functional teams or projects that affect the organization's long-term goals and objectives.
As a Sr. Sales Manager Global Channel Partner, you will serve as the expert to the partner for a wide range of extremely complex information regarding product, services, and software transitions, and configurations.
Key responsibilities include:
- Integrating HP offerings to become a key part of the partner's business and solutions
- Establishing and maintaining global account plans to promote sales growth
- Leveraging partner solution stacks, partner intellectual property, and other capabilities to broaden the HP footprint in targeted industries and/or customers
- Achieving assigned quota for HP products, services, and software
- Transactional and relationship selling working within, and directing, a team of selling professionals
- Growing HP business overall and HP's share of business by developing deep strategic relationships with partners
- Actively engaging HP resources and senior executives to build strategic relationships with the partner which ensures long-term business opportunities for HP
- Providing the business rationale and risk assessment for making HP investments in the partner
- Working with largest partners accounts with a high strategic value or high risk to HP
- Ensuring that partners are compliant with legal and SBC practices
- Driving SOW growth with partner
- Recruiting and developing business relationships with new partners
Requirements include:
- University or Bachelor's degree; advanced degree or MBA preferred
- Typically 15+ years or more of selling experience at end-user account or partner level
- Experience as successful account/business manager, selling to CxO and decision-maker level
- Deep understanding of the IT industry, competing vendors, and the channel
- Deep 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
- Deep understanding of HP's products, software, and services
- Ability to motivate partner's sales force
- Coordinates and directs efforts across HP sales teams
- Deep understanding of pipeline management discipline and ability to explain benefits to partners/sales teams
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