Partner sales representative

At HP, we believe in the power of ideas. From cutting edge personal digital equipment to the most powerful IT solutions, we use ideas to put technology to work for everyone. And we believe that ideas thrive best in a culture of teamwork. That is why everyone-at every level in every function-is encouraged to have original ideas, to express them and to share them. We believe anything can be achieved if you really believe in it, and we will invest in your ideas to change lives and the way people work. This vision is what sets us apart as a company. At HP we work across borders, and without limits. Global virtual teams share resources and pool their big ideas to solve business issues and meet personal goals. Everyone is valued for the unique skills, experiences and perspective they bring. That's how we work at HP. And it's how ideas-and people-grow.

Partner sales representative 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:

  • 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.


We're looking for visionaries who are ready to make an impact on the way the world works. At HP, the future's yours to create!


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