Sr. Sales Manager Global Channel Partner

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  Serves as the expert to the partner for a wide range of extremely complex information regarding product, services, and software transitions, and configurations.

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  Integrates HP offerings to become a key part of the partner's business and solutions; May be brought in by partner to sell HP brand to end customers.

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  Establishes and maintains global account plans to promote sales growth

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  Leverages partner solution stacks, partner intellectual property, and other capabilities (off-shore/near shore, etc.) to broaden the HP footprint in targeted industries and/or customers.

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  Achieves assigned quota for HP products, services and software

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  Transactional and relationship selling working within, and directing, a team of selling professionals.

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  Grow HP business overall and HP's share of business by developing deep strategic relationships with partners.

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  Actively engages HP resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for HP.

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  Provides the business rationale and risk assessment for making HP investments in the partner.

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  Works with largest partners accounts with a high strategic value or high risk to HP.

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  Ensures that partners are compliant with legal and SBC practices

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  Will drive SOW growth with partner.

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  May recruit and develop business relationship with new partners.

• 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. 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.

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