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  • Posted: Mar 5, 2017
    Deadline: Not specified
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    Hewlett-Packard Company or HP (styled as hp) is an American multinational information technology corporation headquartered in Palo Alto, California, United States. It provides hardware, software and services to consumers, small- and medium-sized businesses (SMBs) and large enterprises, including customers in the government, health and education sectors. T...
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    Territory Sales Manager - Public Sector

     Job Description:

    • Serves as the expert to the partner 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; Will 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.
    • 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
    • Primary focus for partners sales on Public Sector

    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 / public sector in a complex environment

    Knowledge and Skills Required:

    • Thorough understanding of the IT industry, competing vendors, and the channel. 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

    Method of Application

    Interested and qualified? Go to Hewlett Packard - HP on hpe.taleo.net to apply

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