Job Description

What an Inside Partner Business Manager does at HP: Serve as the expert to the partner for more advanced information regarding product, services, and software transitions, promotions, and configurations. To help create and manage HP funnel for deals with partners, transforming potential leads within the SMB (Small and Medium Business) market into joint sales activities Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship Supports sales by analyzing opportunities, and communicating sales collateral within their area of focus. May be brought in by partner to sell HP brand to end customers. Achieves assigned quota for HP assigned products , services, and software Transactional selling working within a team of selling professionals. Influences partners to create and maintain their HP funnel. Influences partner business manager and/or end user sales teams on partners\' capabilities and merits. Ensures partners are compliant with legal and SBC practices. Individuals who do well in this role at HP, usually possess: Demonstrable track record of IT sales experience particularly within the SMB market Experience in the AU market is a must. Typically 3-5 years of selling experience at end user account or partner level, preferably in a complex environment Experience developing positive relationships and solving customer problems. Understanding of the IT industry, competing vendors, and the channel, including competitive positioning Understanding of a select set 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 contacts and promoting HP programs and offerings. Develops account plans with partner to grow HP\'s share of the business. Partners effectively with others to ensure coordinated, efficient account management. Understanding of pipeline management basics and ability to explain benefits to partners. #Li-Post

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