Hewlett Packard (HP) is one of the largest information communication technology solutions provider in Europe, Middle East and Africa (EMEA) and worldwide. HP is recruiting for (ESSN) Partner Sales Specialist – Nigeria-394663
Job Description
• Responsible for partner/channel sales for Enterprise Storage, Servers & Networking portfolio in the Nigeria and Ghana territory
• 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, fills-in 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
• Carries quota at least at the average local/country/ regional quota per account mgr ratio
• Primary focus for partners sales on SMB segment
Qualifications
Education and Experience Required:
• University or Bachelor’s degree preferred
• Typically 5-8 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 HP’s organization & operations, including key business rules, and alignment with HP GBU go-to-market 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
Critical Competencies to Drive Business Results:
Alliance/Partner Business Development
Expands partner business to advance HP’s mindshare and partner’s value-add
Alliance/Partner Selling Support
Contributes the support essential for successfully pursuing and winning customer-facing opportunities for the partner and HP
Alliance/Partner Business Transformation
Collaborates with partners to transform their business vision and relationship with HP
Alliance/Partner Relationship Building
Develops enduring partner business relationships based on trust, professionalism, and responsive support in line with HP’s standards of business conduct
Alliance/Partner Business Intelligence
Develops a solid knowledge of partners as the cornerstone of a mutually beneficial HP/partner business relationship
Account Management Effectiveness
Account Planning. Sales Pipeline Collaboration and Margin Management
Sales Effectiveness Fundamentals
HP Tools & Resource Utilization, Business & Offers, Organizational Collaboration
Application Deadline: Once Position is taken
Click Here To Apply Online
Job Description
• Responsible for partner/channel sales for Enterprise Storage, Servers & Networking portfolio in the Nigeria and Ghana territory
• 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, fills-in 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
• Carries quota at least at the average local/country/ regional quota per account mgr ratio
• Primary focus for partners sales on SMB segment
Qualifications
Education and Experience Required:
• University or Bachelor’s degree preferred
• Typically 5-8 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 HP’s organization & operations, including key business rules, and alignment with HP GBU go-to-market 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
Critical Competencies to Drive Business Results:
Alliance/Partner Business Development
Expands partner business to advance HP’s mindshare and partner’s value-add
Alliance/Partner Selling Support
Contributes the support essential for successfully pursuing and winning customer-facing opportunities for the partner and HP
Alliance/Partner Business Transformation
Collaborates with partners to transform their business vision and relationship with HP
Alliance/Partner Relationship Building
Develops enduring partner business relationships based on trust, professionalism, and responsive support in line with HP’s standards of business conduct
Alliance/Partner Business Intelligence
Develops a solid knowledge of partners as the cornerstone of a mutually beneficial HP/partner business relationship
Account Management Effectiveness
Account Planning. Sales Pipeline Collaboration and Margin Management
Sales Effectiveness Fundamentals
HP Tools & Resource Utilization, Business & Offers, Organizational Collaboration
Application Deadline: Once Position is taken
Click Here To Apply Online
