Description
The Partner Business Manager (PBM) is responsible for managing relationships with Tier-2 resellers, staying updated on market insights, and driving business growth through data-driven insights.
This role focuses on ensuring strong strategic relationships, achieving business objectives, and promoting HP offerings.
Key Responsibilities:
- Coordinate peer-to-peer engagement between partner teams and HP end-user sales organizations to expand the customer funnel, accelerate pipeline growth, and drive revenue growth through partner-led selling motions.
- Represent HP at partner-led events and sales engagements, educating, inspiring, and enabling partner sellers to effectively articulate and champion HP's Future of Work strategy.
- Manage relationships with assigned Commercial Tier-2 resellers.
- Stay updated with market and industry insights, expertly align HP business objectives with partner capabilities, identify market trends, and turn them into actionable business opportunities.
- Consult partners on growth and transformation strategies, collaborate with partner and HP sales teams, generate data-driven insights, and create joint business plans to promote sales growth.
- Enable and develop partners' understanding of actions they need to grow their business in strategic alignment with HP.
- Lead the orchestration of HP's ecosystem as the "point-guard",driving strategic relationships, engaging in partners' co-selling efforts, resolving challenges, shifting partners to contractual selling, and ensuring quota achievement by engaging in transactional and relationship selling.
- Promote HP offerings, leveraging a deep understanding of the HP portfolio.
- Drive Amplify program and GBU initiatives.
- Engage with country PBMs to communicate account goals, plans, key themes, share business analysis, and aggregate Joint Business Plans from their inputs.
- Consistent travel to meet partners.
Education & Experience Recommended:
- Bachelor's degree is preferred but not required.
- Minimum of 5 years of experience in channel distribution management or a similar role.
- Proven track record of managing strategic relationships and driving business growth.
- Experience in inventory management, order processing, reseller engagement and logistics.
- Strong understanding of market trends and ability to turn insights into business opportunities.
Knowledge & Skills:
- Leverages in-depth partner knowledge to develop and execute growth-focused sales strategies.
- Skilled in leveraging performance metrics to assess partner effectiveness and guide business development strategies.
- Leadership-level communication expertise to deliver tailored value proposition and gain trust.
- Customer-focused thinking and strong relationship-building skills.
- Data literacy and ability to leverage data-driven insights.
- Excellent problem-solving skills and strategic planning abilities.
- Leadership communication and ability to navigate complex organizational structures.
- Deep understanding of HP portfolio and operational matters.
- Adaptability to new business capabilities and emerging trends.
- New Technology and AI: demonstrated curiosity and confidence in adopting emerging tools and technologies,especially AI,to enhance sales performance, customer engagement, and productivity.
The on-target earnings (OTE) range for this role is $147,300 to $200,000 USD annually with a 70%/30% (salary/incentive) mix. There are additional opportunities for pay in the form of bonuses and/or equity (applies to United States of America candidates only). Pay varies by work location, job-related knowledge, skills, and experience.
Benefits:
- 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