HP posted a job you might be interested in December 16, 2014 at 05:25AM

HP



Alliances Business Manager, Autonomy Marketing Optimization

Hong Kong, HK - Information Technology and Services

• Influences large account sales teams to partner for near-term revenue growth, while at the same time, develop joint relationships, initiatives and programs for long-term sustained account success.


• Develops long term and short term business with the SI/O and using the Alliance Account Plan as a means to document and communicate the plan.


• Creates, fills-in and manages HP funnel for deals with partners and transform potential leads into joint sales activities.


• Acts as the advocate for the SI/O in HP and represents all GBUs with SI/O.


• Manages the virtual team of HP representatives to ensure the pursuit and closure of global opportunities through the SI/Os, and increase the funnel for HP.


• Work in local, country, regional, and potentially global.


• Carries quota at least 50% more than the average local/country/ regional quota per ABM ratio


• 100% revenue goals

Qualifications
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 Required:

• Leverages consultative presence in partner to identify opportunities


• Actively and proactively manages the partner to protect & grow HP's business; coordinates all partner plans and funnel activities


• Aggressively shapes offers in pursuit of new business and/or portfolio enhancement.


• Leadership skills to manage partner's sales force.


• Actively manage the account to protect & grow HP's business.


• Forecasting, planning and reporting skills in relation to partner/alliance deals.


• Shapes offers in pursuit of new business and/or portfolio enhancement.


• 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

No salary provided



Posted December 16, 2014 at 05:25AM from LinkedIn http://ift.tt/1yUjiFi

via IFTTT