If you are our Supplies Business Lead for Africa region , your responsibilities will include :
Serving as the expert to the partner for extremely complex information regarding product, services, and software transitions, promotions, and configurations.
Promoting HP offerings to become a key part of the partner's business and solutions;
Establishing and maintaining account plans to promote sales growth.
Achieving assigned quota for HP products, services and software.
Transactional and relationship selling working within, and influencing, a team of selling professionals.
Creating, filling-in and managing HP funnel for deals with partners and transforming potential leads into joint sales activities.
Actively engaging HP resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for HP.
Providing the business rationale and risk assessment for making HP investments in the partner.
May recruit and develop business relationship with new partners.
Africa forecast / plans consolidation
Supplies programs management
Supplies teams coordination
Education and Experience Required :
8-12 years of selling experience at end- user account or partner level.
Experience selling to partners in a complex environment.
University or Bachelor's degree.
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.
Note to candidates from South Africa :
Preference will be given to members from designated groups, i.e. EE in accordance with the Employment Equity Act. However, this does not suggest that the process of recruitment excludes members from non-designated groups.