Sr. Sales Manager Global Channel Partner (m/f/d)

Sr. Sales Manager Global Channel Partner (m/f/d)

Description -

Develops and nurtures a strategic/mutually beneficial relationship with our strategic customer segments in distribution, reseller and retail globally to drive additional revenue with joint market sales efforts. Coordinates all HP activities with the customers, including education, marketing, executive briefings, business planning and client engagements. These jobs focus on selling to our strategic customers.

Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in HP's most complex disciplines. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. Will participate in cross-division, multi-function teams. Provides mentoring and guidance to other employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Will lead as functional manager in the defined segment and will manage other employees as a primary job function. 

Learn more about HP's global Management levels.

Responsibilities

• Manage a segment e.g., Distribution, Retail or Resell globally.

• Serves as the expert to the partner for a wide range of extremely complex information regarding product, services, and software transitions, promotions, and configurations.

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

• Defines, establishes and follow through of annual account plans globally.

• Achieves global quota for HP products, services, software and SOW growth.

• Transactional and relationship selling working within, and directing, a team of selling professionals.

• Enable the best experience on the partners digital platform and deliver scale to sell more effectively digital.

• Grow HP business overall and HP's share of business by developing deep strategic relationships with partners.

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

• Manage customer C-Level relationships.

• Provides the business rationale and risk assessment for making HP investments in the customer.

• Works with largest customer accounts with a high strategic value or high risk to HP.

• Ensures that customers are compliant with legal and SBC practices.

• May recruit and develop business relationship with new customers.

Education and Experience Required

• University or Bachelor’s degree; advanced degree or MBA preferred.

• Typically 15+ years or more of selling experience at strategic partner levels.

• Experience as successful account/business manager, selling to CxO and decision-maker level.

Knowledge and Skills

• Deep understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.

• Deep 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 and business model.

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

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

• Develops strategic plans with the partner to grow the size of the business and HP's share.

• Partners effectively with the markets and local account managers to ensure coordinated efficient account management.

• Ability to motivate the partners organization and create the HP mindshare.

• Coordinates and directs efforts across HP teams (sales and other supporting functions).

• Ability to manage and execute in a cross functional and matrix orientated organization.

• Manage a high performing global located sales team.

• Fluent in both German and English.

Impact/Scope

• Carries quota at least 65% more than average country/ regio