Emerging Markets Partner Business Manager

2 weeks ago

Kuala Lumpur, Kuala Lumpur, Malaysia Hewlett Packard Full time

What an Emerging Markets Partner Business Manager does at HP:

  • Serves as the expert to the partner for complex information regarding product, services, and software transitions, promotions, and configurations.
  • Educates and updates partners on new HP technologies or solutions. May be brought in by partners 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 a team of selling professionals.
  • Creates, fillsin and manages HP funnel for deals with partners and transforms potential leads into joint sales activities.
  • Establishes relationship with partner at all organization levels including senior executives.
  • 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.

Individuals who do well in this role at HP, usually possess:

  • University or Bachelor's degree preferred.
  • Typically 58 years of selling experience at enduser account or partner level.
  • Solid experience in selling to partners in a complex environment.
  • Solid understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning.
  • Solid understanding of HP's organization & operations, including key business rules, and alignment with HP gotomarket strategies, partner segmentation, key programs & initiatives, structure.
  • Solid understanding of many 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 decision makers; and promoting HP programs and offerings.
  • Develops account plans with partner to grow HP'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.
  • Sustainable impact is HP's commitment to create positive, lasting change for the planet, its people, and our communities. This serves as a guiding principle for delivering on our corporate vision to create technology that makes life better for everyone, everywhere._
- #Li-Post_

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