This position is responsible for business development, channel co-selling, strategy and program development and execution and collaborative sales engagement designed to grow HP Inc.'s public sector (Federal, State and Local Government as well as K12 and Higher Education business) through and with channel partners across all geographies in the United States. The role requires experience in end-user public sector customer sales, channel sales, partner business models, public sector contracts, personal systems (PC) and printing solutions. Additionally candidates should have demonstrated sales leadership success, excellent oral and written communication skills and a working knowledge of project management, partner marketing, public sector contracts, public sector compliance and business practices as well as an ability to collaborate well cross functionally to deliver consistent sales results. The role drives channel sales strategy, engagement and programs to support sustained growth in HP business to this critical segment of the U.S. market.
Leads team of 6 senior sales leaders managing SLED and FED channel sales, partner engagement, indirect contract strategy and business development.
Serves as the expert to the channel partners, Distributors, PBM and public sector end user sales teams for a wide range of information regarding sales engagement, pricing strategies, contract strategy and program development.
Leverages partner solution stacks, partner intellectual property, and other capabilities to broaden the HP footprint in targeted segments and/or customers.
Serves as channel sales leader on Public Sector Sales and Federal LLC Executive Leadership teams.
Leads team achievement of assigned quota for HP products and services sold by and with the channel into Public Sector Accounts.
Grow HP business overall and HP's share of business by developing deep strategic relationships with partners, end user sellers and sales leaders, business unit leaders, alliance partners and HP channel partner leadership.
Provides the business rationale and risk assessment for making HP investments in the public sector space with channel partners including management of significant marketing development fund budget and related ROI.
Serves as escalation point for public sector channel conflict issues and resolution
Approves partner advantage decisions in complex bid scenarios and is channel approver for Discount for Value Program.
Ensures that partners are compliant with legal and SBC practices
Drives SOW and incremental public sector sales growth with distributors
May manage recruitment and development of business relationship with new partners.
Education and Experience Required:
University or Bachelor's degree; advanced degree or MBA preferred.
Typically 12+ years or more of selling experience at end-user account or partner level, preference for both. Public Sector (State, Local Government, K12 and Higher Education and Federal Government) preferred.
Experience as successful account/business manager, selling to CxO and decision-maker level.
Knowledge and Skills:
Excellent written/oral communication, presentation and project management skills.
Strong leadership skills including coaching, team building and conflict resolution.
Solid analytical and problem solving skills and financial acumen.
Balance between competing priorities and drive world-class team performance
Deep understanding of the IT industry, competing vendors, and the channel including competitive positioning and business models.
Strong acumen of HP's organization & operations, including key business rules, and alignment with HP GBU go-to-market strategies, partner segmentation, key partner and sales programs & initiatives, structure and business models.
Develops strategic plans with Product Business Units, Global Segment Leadership, Sales Leadership, Strategy, Partner Programs, Alliance Partners and Channel Partners to grow HP's share in the U.S. Public Sector market through and with Channel Partners.
Ability to work at a strategic level with senior leaders as well as work tactically with individuals and partners to drive results.
Coordinates and directs strategy and efforts across HP sales teams.
Comprehension of pipeline management discipline and ability to explain benefits to partners/sales teams.
Now submit your application online and subscribe to email or follow us on twitter to get similar jobs in the future.
Posts
