Who we are?

HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company and one of the Fortune 100 Best Companies to Work For list in 2024, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents.

HP invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients. At HP, we know that our people and values are the most important elements in this success. And we want you to add your voice and imagination to our mission. Learn more http://www.hp.com/fr

What can we do together?

We are looking for a Distribution Business Manager (f/m) to join our team in Johannesburg.

As a Distribution Business Manager, you will be in charge for the complete end to end sales process of HP (Print , PC and peripherals, and SW solutions) for a select group of distributors in the Southern and Central Africa (SCA) region.

Responsibilities

Provides a point of contact to be and represent the voice and brand in the Southern African distribution space.

Serves as the expert to the partner/distributor for a wide range of extremely complex information regarding product, services, and software transitions, promotions, and configurations.

Integrates 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.

Establishes and maintains account plans to promote sales growth.

Leverages 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.

Achieves assigned quota for HP products, services and software.

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 partners.

Creates, fills-in and manages 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.

Provides the business rationale and risk assessment for making HP investments in the partner.

Works with largest partners accounts with a high strategic value or high risk to HP.

Ensures that partners are compliant with legal and SBC practices.

May drive SOW growth with distributors who are managing partners on behalf of HP.

May recruit and develop business relationship with new partners.

Who you are?

University or Bachelor's degree; advanced degree or MBA preferred.

Typically 12+ years or more of selling experience at end-user account or partner level.

A business leader with strong C level exec presence and the ability to navigate through long term strategic discussion on executing a multinational strategy.

Senior advocate for understanding and implementing channel programs with proficiency in supply and demand mechanisms.

Experience as successful account/business manager, selling to CxO and decision-maker level.

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 GBU 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.

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