Gblcareers

Responsible for selling company, systems and services through indirect sales channels such as: Value Added Reseller (VAR), Original equipment Manufacturer (OEM), System Integrators, Distributors, Dealers,

Alliances, Partners, Aggregators, Mass Merchandisers, or Retail. Represents the company to the Reseller/Channel and the Reseller/Channel to the company in all sales oriented

activities, including marketing, advertising, sales, promotions, training, etc.

This responsibility will be accomplished by establishing a professional working relationship (up to the executive level) with the client, and by developing a core understanding

of the unique business needs of the client within their area of specialty. This family of jobs will tailor strategy and solutions to meet the needs of the customer and interface

with both internal and external/industry experts to anticipate customer needs and facilitate solution development.

Applies advanced subject matter knowledge to complex business issues, and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems/projects where analysis of situations or data requires an in-depth evaluation of multiple factors. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. May provide mentoring and guidance to lower level employees. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients.

Critical Competencies to Drive Business Results:

 

Partner Business Planning

Collaborates closely with partners to develop robust business plans that optimally position HP offers in existing accounts, identify new pursuit opportunities, and contribute to accurate forecasts for Solutions Partners Organization (SPO)

 

BU Initiative Development

Develops and drives Business Unit go-to-market strategies with partners to ensure optimum fit with partner’s capabilities, solid Return on Investment (ROI) on marketing investments, and mutually beneficial wins

 

Partner Opportunity Qualification

Assesses solution feasibility from a technical and business perspective to assist partner in determining “qualify-in”/”qualify-out” status

 

Solution Planning/Formulation

Conceptualizes and articulates well-targeted solutions in area of technical specialty — from proposal to contract sign-off

 

Partner Education/Knowledge Transfer

Educates partners in area of specialization to increase their technical appreciation of product/service/solution benefits and requirements

 

SPO Organization & Indirect Sales Operations

Understands what the SPO organization is about, how it functions, and the key initiatives supporting partners & effective partnering

 

SPO Systems/Tools/Methods

Applies SPO planning & productivity tools/processes to manage work

 

Partner Business Intelligence

Accesses and uses partner information to effectively align the business interests of HP and the partner

 

Partner Satisfaction

Cultivates and maintains positive relationships with partner to ensure retention and growth of business relationship, and position HP as the preferred partner for meeting the full range of customer’s business needs

 

Influencing

Demonstrates the ability to lead, manage or enlist the support of others in the absence of formal authority

 

Priority Setting/Time Management

Demonstrates time management sensibilities when scheduling, allocating and prioritizing commitments

 

Conflict Management

Harnesses conflict creatively as an opportunity to better understand and/or improve a situation or relationship, and effectively resolves outstanding issues