DirecciónResponsibilities:
- Serves as the expert to the partner for more advanced information regarding product, services, and software transitions, promotions, and configurations.
- Supports sales by analyzing opportunities, and communicating sales collateral within their area of focus. May be brought in by partner to sell HP brand to end customers.
- Achieves assigned quota for HP assigned products , services, and software.
- Transactional selling working within a team of selling professionals.
- Influences partners to create and maintain their HP funnel.
- Influences Partner Business Manager and/or end user sales teams on partners’ capabilities and merits.
- Ensures partners are compliant with legal and SBC practices.
Education and Experience:
- University or Bachelor’s degree preferred.
- Typically 3-5 years of selling experience at end user account or partner level.
- Experience developing positive relationships and solving customer problems.
Knowledge and Skills:
- Understanding of the IT industry, competing vendors, and the channel, including competitive positioning.
- Understanding of HP’s organization & operations, including key business rules, partner segmentation, key programs & initiatives, structure.
- Understanding of a select set of HP's products, software, and services. Able to communicate the strengths of HP's offerings, and overcome objections.
- Effectively sells HP offerings by building strategic relationships with partner contacts; and promoting HP programs and offerings.
- Develops account plans with partner to grow HP's share of the business.
- Partners effectively with others to ensure coordinated, efficient account management.
- Understanding of pipeline management basics and ability to explain benefits to partners.
Impact and Scope:
- Carries quota about 10% below the average local/country/ quota per account mgr ratio.
- Primary focus for partners sales on SMB segment.
