Channel Sales Manager, Indirect Managed Print Services

HP is a proven leader in personal systems and printing, delivering innovations that empower people to create, interact, and inspire like never before. We leverage our strong financial position to extend our leadership in traditional markets and invest in exciting new technologies.

HP has an impressive portfolio and strong innovation pipeline across areas such as:

  • blended reality technology - our unique Sprout by HP will change the way people do things
  • 3D printing
  • multi-function printing
  • Ink in the office
  • tablets, phablets, notebooks
  • mobile workstations

We are looking for visionaries who are ready to make an impact on the way the world works. At HP, the future is yours to create! If you are our Channel Sales Manager, Indirect Managed Print Services in KL Malaysia, you will have a chance to

  • 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.

Are you a high-performer? We are looking for an individual with:

  • Typically 8-12 years of selling experience at end- user account or partner level.
  • 6 years Channel Sales Background
  • Regional Experience Preferred
  • Experience in A3 MFP (multi function printer Copier) preferred
  • 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.

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