Latest Job Vacancies at Hewlett Packard (HP)

Job ID: 3068364

Category: Sales

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.

Education and Experience Required

• University or Bachelor's degree preferred.
• Typically 5-8 years of selling experience at end-user account or partner level.
• Solid experience in selling to partners in a complex environment.

Knowledge and Skills:

• Solid understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning.
• Solid 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.
• Solid understanding of many 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 decision makers; and promoting HP programs and offerings.
• Develops account plans with partner to grow HP's share of the business.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Ability to motivate partner's sales force.
• Solid understanding of pipeline management discipline and ability to explain benefits to partners.

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Ref No: 3071785
Job: Sales
Shift: No shift premium (South Africa)

Job Description

• In this role you will be a part of the End User Southern Africa organization , working closely with both local and regional teams.
• You will be the key point of contact for both internal and external stakeholders , with a key focus on growing this strategic area of business via our Hub Sales organization.
• Role is open for candidates based in Morocco, South Africa and Nigeria.

Responsibilities

• Coordinates/Owns account plans for strategic commercial accounts in the account planning process
• Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of HP products and solutions.
• Uses specialty to leverage existing opportunities and branch into more than one BU in the account.
• Establishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs.
• Engages partners effectively to improve win rates on selective deals.
• Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
• Generates leads for HP volume products and certain value products and collaborates with other specialists or partners as needed.
• Responsible for achieving/managing quarterly, half yearly or yearly quota.
• Enters opportunities in pipeline tools and updates them weekly. Recommends and Implements Pipeline management practices.
• Sell solutions that include hardware, software and services.
• Build and deploy a territory account plan that includes working with partners, specialists.
• Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.
• Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
• Identifies customer requirements, matches with HP capabilities and chooses respective HP supply chain accordingly (Direct or Indirect).
• Reviews and designs sales policy and strategy.

Education and Experience Required

• University or Bachelor's degree preferred.
• Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings.
• Extensive vertical industry knowledge and advanced degree of selling skills.
• Typically 5-8 years of experience as referenced above.
• Account management experience required.
• Experience in product specialty (computers, printers, servers, storage).

Knowledge and Skills:

• Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs.
• Ability to coordinate internal and external partners to deliver appropriate solution sale.
• Able to interface with senior levels in internal HP and external, client and partner groups.
• Knows when to adjust business plans based on account and industry segment opportunities.
• Use consultative selling skills to proactively help customer's with making IT business decisions.
• Partner organization intelligence aligned with partner management skills.
• Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off.
• Ability to understand the customer's business issues and translate to HP solutions.
• Ability to prioritize and drive strategic sales activity on a solution basis.
• Excels in competitive selling skills.
• Needs a good understanding of the channel and how to partner.

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Ref No: 3070475
Job: Sales
Shift: No shift premium (South Africa)
Travel: 25%

Description

• We are looking for visionaries, like you, who are ready to make a purposeful impact on the way the world works. At HP, the future is yours to create!

If you are our Online and Retail Sales Manager for Africa , you will have a chance to:

• Serve as the expert to the partner for a wide range of extremely complex information regarding product, services, and software transitions, promotions, and configurations.
• Integrate 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.
• Establish and maintain account plans to promote sales growth.
• Leverage 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.
• Achieve assigned quota for HP products, services and software.
• Work closely with the category team to drive appropriate focus on supply chain elements.
• Transactional and relationship selling working within, and directing, a team of selling professionals.
• Grow HP business overall and HP's share of business by developing deep strategic relationships with Retail partners.
• Create, fill-in and manage HP funnel for deals with partners and transforms potential leads into joint sales activities.
• Actively engages HP resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for HP.
• Leverage Digital experience to best position HP in through the customer experience cycle.
• Work with Retail partners to ensure that HP’s visibility and customer experience is maintained.
• Drive a growth mind-set and align to market opportunities.
• Provide the business rationale and risk assessment for making HP investments in the partner.
• Work with largest partners accounts with a high strategic value or high risk to HP.
• Ensures that partners are compliant with legal and HP internal policy practices.
• May recruit and develop business relationship with new partners.

Education and Experience Required

• 12+ or more years of selling experience at end-user account or partner level.
• Experience as successful account/business manager, selling to CxO and decision-maker level.
• University or Bachelor's degree; advanced degree or MBA preferred.

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 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.
• Digital expertise in order understand the on-line requirements.
• Any on-line experience and knowledge will be key to driving a differentiated value proposition.