Partner Business Manager

What a Partner Business Manager does at HP:

• Serves as the expert to the partner for complex information regarding product, services, and software transitions, promotions, and configurations.
• Educates and updates partners on new HP technologies or solutions. May be brought in by partners 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 a team of selling professionals.
• Creates, fills-in and manages HP funnel for deals with partners and transforms potential leads into joint sales activities.
• Establishes relationship with partner at all organization levels including senior executives.
• 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.

Individuals who do well in this role at HP, usually possess:

• University or Bachelors degree preferred.
• Typically 5-8 years of selling experience at end-user account or partner level.
• Solid experience in selling to partners in a complex environment.

• Solid understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning.
• Solid understanding of HPs organization & operations, including key business rules, and alignment with HP GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure.
• Solid understanding of many of HPs products, software, and services. Able to communicate the strengths of HPs offerings, and overcome objections.
• Effectively sells HP offerings by building strategic relationships with partner decision makers; and promoting HP programs and offerings.
• Develops account plans with partner to grow HPs share of the business.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Ability to motivate partners sales force.
• Solid understanding of pipeline management discipline and ability to explain benefits to partners.

Sustainable impact is HP’s commitment to create positive, lasting change for the planet, its people, and our communities. This serves as a guiding principle for delivering on our corporate vision – to create technology that makes life better for everyone, everywhere.

HP is a Human Capital Partner – we commit to human capital development and adopting progressive workplace practices in Singapore.

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