Lead Retail Area Manager (Central Java)

What a Lead Retail Area Manager (Central Java) 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.
• Willing to be based in Central Java

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.

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