**_ Responsibilities: _**- Serves as the expert to the partner for extremely complex information regarding product, services, and software transitions, promotions, and configurations.- Promotes HP offerings to become a key part of the partner's business and solutions; May be brought by partner 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, and influencing, a team of selling professionals.- 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.- 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.- 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: _**- 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 and across business groups.- Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members.
