Partner & Distribution Manager at Hewlett Packard - HP

About Enterprise Group (EG)

EG 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.

Role Description:

• Serves as the expert to the partner / distribution for extremely complex information regarding product, services, promotions, and configurations.
• Promotes company offerings to become a key part of the partner's business and solutions; May be brought by partner to sell company brand to end-customers
• Establishes and maintains account plans to promote sales growth
• Achieves assigned quota for company products, services and software.
• Transactional and relationship selling working within, and influencing, a team of selling professionals
• Creates, fills-in and manages company funnel for deals with partners and transforms potential leads into joint sales activities.
• Actively engages company resources and senior executives to build strategic relationships with the partner which ensures long-term business opportunities for company.
• Provides the business rationale and risk assessment for making company investments in the partner.
• Ensures partners are compliant with legal and SBC practices
• May drive SOW growth with distributors who are managing small partners on behalf of company
• May recruit and develop business relationship with new partners
• Carries quota at least 50> more than the average local/country/ regional quota per account mgr ratio
• Primary focus for partners sales on SMB segment

Education and Experience Required:

• University or Bachelor's degree
• Typically 8-12 years of selling experience at end-user account and partner level
• Experience selling to partners and dealing with distribution in a complex environment

Knowledge and Skills Required:

• Thorough understanding of the IT industry, competing vendors, the channel and distribution. Dimensions include competitive positioning and business models.
• Thorough understanding of company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
• Thorough understanding of company's products, software, and services. Able to communicate the strengths of company's offerings relative to competition, and overcome objections
• Effectively sells company offerings by building strategic relationships with partner decision makers; aligning partner and company processes; and promoting company programs and offerings
• Develops strategic plans with the partner to grow the size of the business and company'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 company sales teams and across business groups
• Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members