Value Sales Specialist

End-to-End Sales Responsibility

  1. Channel & Mid-Market
  • Maintain and grow Value distribution and partner network
  • Support and lead MM deals in countries. Closely Engage with HP Mid Market Sales team.
  • Collaborate with HP Partner Managers. Define targets for partners.
  • Drive partner Value specialization program
  • Develop and lead Value channel incentive programs
  • Provide solution expertise to Channel Partners and Distribution
  • Support Partner led marketing activities in countries
  • Accelerate growth in unattended space through specific programs
  • Accountable for MM and Distribution funnel
  1. Managed Accounts
  • Identify and drive Value end-user opportunities. Engage with customers on senior level.
  • Closely Engage with HP Account Management Team to grow business in managed accounts.
  • Identify hunting accounts, develop take-over strategy and execute
  • Provide subject matter expertise internal and external. Proactively influence tender specifications.
  • Lead end-user campaigns to advocate HP Workstations and Thin Clients
  • Accountable for end-user funnel

Education and Experience Required:

  • University or Bachelor's degree preferred
  • Typically approximately 5 years of selling experience at end-user account or partner level
  • Solid experience in selling to partners in a complex environment

Knowledge and Skills Required:

  • Solid understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning.
  • Solid understanding of company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure.
  • Solid understanding of many of company's products, software, and services. Able to communicate the strengths of company's offerings, and overcome objections
  • Effectively sells company offerings by building strategic relationships with partner decision makers; and promoting company programs and offerings
  • Develops account plans with partner to grow company's share of the business
  • Partners effectively with others in the account to ensure coordinated efficient account management.
  • Ability to motivate partner's sales force.
  • Solid understanding of pipeline management discipline and ability to explain benefits to partners

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