Responsibilities:

• Serves as the expert to the partner for more advanced information regarding product, services, and software transitions, promotions, and configurations.
• Supports sales by analyzing opportunities, and communicating sales collateral within their area of focus. May be brought in by partner to sell HP brand to end customers.
• Achieves assigned quota for HP assigned products , services, and software.
• Transactional selling working within a team of selling professionals.
• Influences partners to create and maintain their HP funnel.
• Influences partner business manager and/or end user sales teams on partners’ capabilities and merits.
• Ensures partners are compliant with legal and SBC practices.

Education and Experience:

• University or Bachelor’s degree preferred.
• Typically 12+ years of selling experience at end user account level.
• Experience developing positive relationships and solving customer problems.
• Manage Enterprise customers for HP Print Toner & Ink cartridges for MH in an IC role
• Engage customers to sign/ renew MVC Rate contracts to ensure consistent business
• Effectively position HP Supplies Value propositions to develop competitive advantage
• Develop new business by acquiring new logos, winning lost customers
• Engage with existing customers to identify business growth opportunities through subsidiary/ geographic expansion
• Develop commercial partners to tap new customers
• Grow business funnel to 2X of plan
• Analyze Printer Installed base, Printer funnel to identify business opportunities
• Work with extended sales force, cross-functional teams for business development
• Manage annual revenue of $2.5 Mn

Knowledge and Skills:

• Understanding of the IT industry, competing vendors, and the channel, including competitive positioning.
• Understanding of HP’s organization & operations, including key business rules, partner segmentation, key programs & initiatives, structure.
• Understanding of a select set of HP's products, software, and services. Able to communicate the strengths of HP's offerings, and overcome objections.
• Effectively sells HP offerings by building strategic relationships with partner contacts; and promoting HP programs and offerings.
• Develops account plans with partner to grow HP's share of the business.
• Partners effectively with others to ensure coordinated, efficient account management.
• Understanding of pipeline management basics and ability to explain benefits to partners.