Partner Business Manager
Graduate job Bracknell (Bracknell Forest) Sales
Job description
HP is one of the world’s largest & most successful IT companies. We know that our people and values are the most important elements in this success. We invest in your personal growth and development in an environment that will both challenge and reward you.
Enterprise Group sells a converged infrastructure portfolio of standards-based, integrated products & services developed specifically to solve the complexities of the extended enterprise and deliver advanced solutions and services for traditional “brick and mortar” data centers, as well as for customers looking to the “cloud” to manage their IT environment. The Enterprise Group Sales organization is comprised of over 11,000 professionals in sales, solution architecture, and service and support functions. Together with our partners, we deliver HP’s Converged Infrastructure to our Global, Commercial and Public Sector and SMB customers.
HP’s biggest business customer base is our channel and with over more than 30 years of channel experience, HP manages deeper, stronger partner relationships that result in mutual profitable growth. We see our channel as integral to our HP DNA, and our partners as an extension of HP.
Our brand is well-recognized and respected worldwide.
We are currently seeking partner sales experience with strategic alliance partnerships, distributors, service providers, across commercial and/or the public sectors, or in specialist technology areas such as networking, storage, or servers, at various levels of experience – senior, intermediate, and early career for a variety of new roles in the United Kingdom and Ireland.
Responsibilities:
· Serves as the expert to the partner for complex information regarding product, services, and software transitions, promotions, and configurations.
· Educates and updates partners on new HP technologies or solutions. May be brought in by partners 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 a team of selling professionals
· Creates, fills-in and manages HP funnel for deals with partners and transforms potential leads into joint sales activities.
· Establishes relationship with partner at all organization levels including senior executives
· 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
· Carries quota at least at the average local/country/ regional quota per account manager ratio
· Primary focus for partners sales on SMB segment
Desired profile
Qualifications:
University or Bachelor’s degree; advanced degree or MBA preferred.
Typically 12 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.
Knowledge and Skills:
Deep understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
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. 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 senior management, principles and 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.
Deep understanding of pipeline management discipline and ability to explain benefits to partners/sales teams
About HP - Hewlett Packard
Hewlett-Packard, abrégé en HP, est une entreprise d’informatique créée par deux diplômés de l’université de Stanford, Bill Hewlett and Dave Packard, démarrée dans un garage en 1939. HP, qui fabriquait et vendait à l’origine des appareils électroniques (instruments d’essais et de mesure, notamment), s’est progressivement tourné vers l’informatique et les périphériques : ordinateurs, imprimantes, serveurs, scanners, appareils photo numériques, etc. Hewlett-Packard vend aussi bien aux professionnels qu’aux particuliers, et réalise un chiffre d’affaires annuel d’environ 125 milliards d'euros. L’entreprise produit près de la moitié des imprimantes vendues dans le monde, celles-ci étant à l’origine du quart de son CA.