RESPONSIBILITIES:
Manage partner forecasting and performance by utilizing tracking tools.Oversee partner pipeline management, identifying new opportunities, and driving successful and profitable deal closures.Develop a portfolio of partners to enhance their HP business sell-out, growth, and margin based on HP Strategy.Understand partner market and competition using available tools and reports from HP, as well as conducting reviews with resellers.Evaluate reseller interest in BU solutions.Define reseller targets for BU Share of Wallet, growth rate, and program qualification/certification.Identify gaps and define actions to close them.Grow BU with partners through joint planning.Educate partner sales force on BU products and solutions.Drive HP Value Proposition Key Selling Points of our solutions and articulate HP benefits against competitors.Create partner loyalty and drive partner competencies and certification in BU products.Ensure partners meet BU Partner Program Requirements (Technical/Sales certification, revenue threshold).Ensure partners utilize promotions and events programs.Communicate events, webinars, and webcast information and facilitate registration.Collaborate with partners to drive revenue for BU via campaigns and opportunity identification.Detect and provide transparency of qualified opportunities and take actions to close them with partner support.Support partners in closing significant deals when necessary.Drive attach rates with resellers.Orchestrate available internal resources to support partners, including pre-sales, marketing, and specialists to drive joint revenues.Utilize success leveraging methods to support sales (e.g., technical demonstrations, proof of concept, customer testimonials, technical site visits).Evangelize the usage of HP Smart Tools (online HP tools accessible from Smart Portal).Assist with deal administration in critical situations.May have deal pricing delegation rights and demonstrate required skills to utilize them effectively.Work closely with telemarketing, end-user sales teams, and other key resources to maximize revenue and customer/partner satisfaction.Manage incentives through available elements.Review account activities aggressively in pursuit of new business and upselling opportunities.Monitor execution of partner marketing plans, investment, and co-marketing activities, and review ROI.Co-develop partner business plans and provide guidance on HP certification training.Upgrade identified partners to higher Partner Program levels (e.g., Silver to Gold status).Recruit new partners when relevant to BU requirements.May attend country partner events to meet key partners.REQUIREMENTS:
Fluent in English and the local market language at a native level.Two years of related technical sales experience preferred.Experience in a channel environment; knowledge of partners and distributors is a plus.Familiarity with channel programs.Excellent negotiation management and strong communication skills (verbal & written), including excellent telephone and presentation skills.Ability to work toward goal achievement using negotiation, teamwork/collaboration, motivation, and time/work prioritization.Demonstrated innovation and good judgment/problem-solving skills when making decisions.Ability to establish an individual course of action to accomplish goals while using appropriate resources.Familiarity with sales CRMs and Microsoft Office.
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