Solutions and Services Specialist - North and West Africa
HP
Casablanca, Casablanca, Morocco
il y a 1j

Responsibilities :

  • Serves as the expert to the partner for extremely complex information regarding product, services, and software transitions, promotions, and configurations.
  • Promotes HP offerings to become a key part of the partner's business and solutions; May be brought by partner 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, and influencing, a team of selling professionals.
  • Creates, fills-in and manages HP funnel for deals with partners and transforms potential leads into joint sales activities.
  • Actively engages HP resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for HP.
  • Provides the business rationale and risk assessment for making HP investments in the partner.
  • 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.
  • Education and Experience Required :

  • University or Bachelor's degree.
  • Typically 8-12 years of selling experience at end- user account or partner level.
  • Experience selling to partners in a complex environment.
  • Knowledge and Skills :

  • Thorough understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
  • Thorough 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.
  • Thorough 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 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 others in the account to ensure coordinated efficient account management.
  • Ability to motivate partner's sales force.
  • Coordinates and directs efforts across HP sales teams and across business groups.
  • Thorough understanding of pipeline management discipline and ability to explain benefits to partners / other sales teams members.
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