Partner Sales Representative
6 months ago
**What a Partner Sales Representative (North East Region) does at HP**:
- Serve as the expert to the partner for complex information regarding product, services, and software transitions, promotions, and configurations.
- Educate and updates partners on new HP technologies or solutions. May be brought in by partners to sell HP brand to end customers.
- Establish and maintains account plans to promote sales growth.
- Achieve assigned quota for HP products, services, and software.
- Transactional and relationship selling working within a team of selling professionals.
- Create fills-in and manages HP funnel for deals with partners and transforms potential leads into joint sales activities.
- Establish relationship with partner at all organization levels including senior executives.
- Ensure 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.
- Min 3 years of selling experience at end-user account or partner level.
- Experience in selling to partners in a complex environment.
- Solid understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning.
- 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.
- Good 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.
- Required to travel 50% within the region.
- 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._
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