Management level definitions

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

Responsibilities

Influences large account sales teams to partner for near-term revenue growth, while at the same time, develop joint relationships, initiatives and programs for long-term sustained account success.

Develops long term and short term business with the SI/O (System Integrators/ Outsourcers) and using the Alliance Account Plan as a means to document and communicate the plan.

Creates, fills-in and manages HP funnel for deals with partners and transform potential leads into joint sales activities.

Acts as the advocate for the SI/O in HP and represents all GBUs (Global Business Unit) with SI/O.

Manages the virtual team of HP representatives to ensure the pursuit and closure of global opportunities through the SI/Os, and increase the funnel for HP.

Job Functions

Management of strategic GSI relationships and strategic GTM (Go to Market) strategy. 

Drive and facilitate engagement between HP and GSI sales organizations

Build relationships and drive preference for HP solutions within assigned accounts

Participate in strategic sales pursuits  

Achieve quota targets   

Funnel development and forecasting for assigned accounts  

Coordinate sales pursuits between HP DaaS, MPS teams and GSI partners

Contribute to WW (World Wide) Alliance strategy (sales, marketing and solution development) for assigned accounts

Training of HP generalist organization on GSI strategy  

Manage/coordinate GSI trainings and customer events 

Education and Experience Required

University or Bachelor’s degree.

Typically 8-12 years of selling experience at end-user account or partner level.

Experience selling to partners in a complex environment.

Knowledge and Skills

Leverages consultative presence in partner to identify opportunities.

Actively and proactively manages the partner to protect & grow HP’s business; coordinates all partner plans and funnel activities.

Aggressively shapes offers in pursuit of new business and/or portfolio enhancement.

Leadership skills to manage partner’s sales force.

Actively manage the account to protect & grow HP’s business.

Forecasting, planning and reporting skills in relation to partner/alliance deals.

Shapes offers in pursuit of new business and/or portfolio enhancement.

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

Dimensions include competitive positioning and business models.

Thorough 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.

Thorough 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 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.

Complexity

Multi-BU (Business Unit), multi-year with region.

Coordinate sales deals across BU.

#LI-post

The base pay range for this role is $161 600 up to $234 350annually with additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only).  Pay varies by work location, job-related knowledge, skills, and experience.

Benefits:

HP offers a comprehensive benefits package for this position, including:

Health insurance

Dental insurance

Vision insurance

Long term/short term disability insurance

Employee assistance program

Flexible spending account

Life insurance

Generous time off policies, including; 

4-12 weeks fully paid parental leave based on tenure

11 paid holidays

Additional flexible paid vacation and sick leave (US benefits overview)

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.