Large Format Partner Business Manager

Description -

About HP

Today HP is a $50 billion fortune 50 company with just under 50,000 employees worldwide across 190 countries.  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.

This is the opportunity to join a team of dynamic individuals, managing channel partner sales of Large Format Print in the UK&I. Predominately focused on the display graphics industry, you will be accountable for managing the relationship and performance of our key partners in the UK&I.

About you

• You are experienced in balancing sales and structural business management.

• You thrive in complexity, influencing and getting buy-ins from both internal and external stakeholders.

• You love staying ahead of the game, developing broad market and competitor knowledge.

• You have an analytical approach when planning and undertaking financial responsibilities.

• You act as an expert providing direction and guidance to process improvements and establishing policies.

• You love to contribute to the development of new ideas and methods.

• You thrive on represent the organization to external customers/clients.

• You enjoy being out in the field traveling 60%+ of the time, meeting with Partners and Customers.

Responsibilities

• Your main objective is to drive profitable business through partners and to increase HP’s Large Format Print market share in the UK&I.

• Act as the single point of contact for your partners – they consider you the HP Large Format Printing subject matter expert in hardware, supplies, services and solutions.

• Promotes HP offerings to become a key part of the partner's business and solutions.

• Supports partners to sell HP branded products 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, fills-in and manages HP funnel for deals with partners and transforms potential leads into joint sales activities.

• Responsible for managing and identifying where to invest Market Development Funds (MDF).

• Actively engage HP resources and senior executives to build strategic relationships with the partner which ensures long-term business opportunities for HP.

• Provide the business rationale and risk assessment for making HP investments in the partner.

• Ensure partners are compliant with legal and SBC practices.

• Reports to the UK&I Channel Manager.

Education and Experience Required

• University or Bachelor’s degree.

• Typically, 3-4 years of selling experience to channel partners or end- user accounts

• Experience developing positive relationships and solving customer problems.

• Consistently achieving/overachieving targets/KPI’s.

• Ideally, you will have experience in the large format printing industry in UK&I.

Knowledge and Skills

• Solid knowledge of the IT industry, competing vendors, and the channel.

• Effectively sells HP offerings by building strategic relationships with partner decision makers; aligning partner and HP processes; and promoting HP programs and offerings.

• Thorough understanding of HP's products, software, and services. Able to communicate the strengths of HP's offerings relative to competition and overcome objections.

• Seniority to deal with C levels/top management at channel partners.

• Proven experience in developing strategic plans with the partner to grow the size of the business and HP's share.

• Ability to motivate partner’s sales force.

• Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales team members.

• Solid communication and interpersonal skills.

• Advanced planning, analytical and finance skills.

• Partners effectively with others in the account to ensure coordinated account management.

Job -

Sales

Schedule -

Full time

Shift -

No shift premium (United Kingdom)

Travel -

75%

Relocation -

Not Specified

Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

If you’d like more information about HP’s EEO Policy or your EEO rights as an applicant under the law, please click here: Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law – Supplement