Channel Storage Specialist

Company Name:
Hewlett-Packard Company
## Description
HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world's largest technology company and ranked 10 on the Fortune500 list for 2012, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1billion customers in over 170 countries on six continents. HP invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients. And at HP, we know that our people and values are the most important elements in this success.
HP Enterprise Group sells a converged infrastructure portfolio of standards-based, integrated products & services developed specifically to solve the complexities of the extended enterprise and deliver advanced solutions and services for traditional brick and mortar" data centers, as well as for customers looking to the cloud" to manage their IT environment. The Enterprise Group Sales organization is comprised of over 11,000 professionals in sales, solution architecture, service and support functions. Together with our partners, we deliver HP's Converged Infrastructure to our Global, Commercial and Public Sector and SMB customers throughout the regions.
HP EG Sales is seeking a highly motivated Channel Storage Specialist to drive all revenue generation and customer management into an assigned portfolio of named Enterprise and Strategic accounts. The Channel Storage Specialist exercise sales leadership through creating and operating against detailed, annual business plans and be responsible to lead, drive, and manage or commercially/technically support assigned partners (distributors, resellers) at a country or regional level. The Channel Storage Specialist makes HP's storage product, services, and portfolio the principal growth driver for the partner and is responsible for aligning partner growth opportunities with HP priorities to expand HP business and market share.
_Key Roles and Responsibilities Include:_
Serve as the expert to the partner for a wide range of extremely complex information regarding product, services, and software transitions, promotions, and configurations
Integrates HP offerings to become a key part of the partner''s business and solutions; May be brought in by partner to sell HP brand to end customers
Establish and maintain account plans to promote sales growth
Leverage partner solution stacks, partner intellectual property, and other capabilities (off-shore/near shore, etc.) to broaden the HP footprint in targeted industries and/or customers
Achieve assigned quota for HP products, services and software
Grow HP business overall and HP''s share of business by developing deep strategic relationships with partners
Create, fill-in and manage HP funnel for deals with partners and transform potential leads into joint sales activities
Actively engage HP resources and senior executives to build strategic relationships with the partner which ensures long-term business opportunities for HP
Provide the business rationale and risk assessment for making HP investments in the partner
Work with largest partner accounts with a high strategic value or high risk to HP
Ensure that partners are compliant with legal and SBC practices
May drive SOW growth with distributors who are managing partners on behalf of HP
May recruit and develop business relationship with new partners
Responsible to carry quota at least 75% more than average country/ regional/global quota per account manager ratio
Primary focus for partner sales in SMB and Commercial segment
## Qualifications
_Education and Experience Required: _
University degree (BA/BS) required
8 - 12 years of selling experience at end user account or partner level
Previous experience selling storage solutions preferred
Experience developing positive relationships and solving customer problems
_Knowledge and Skills Needed:_ _ _
Strong understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models
Deep 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
Must understand HP''s products, software, and services and have the ability to communicate the strengths of HP''s offerings relative to competition, and overcome objections
Effectively sell HP offerings by building strategic relationships with partner senior management, principles and decision makers; aligning partner and HP processes; and promoting HP programs and offerings
Develop 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
Must have the ability to motivate partner''s sales force and coordinate and direct efforts across HP sales teams
Understanding of pipeline management discipline and ability to explain benefits to partners/sales teams
Job: Sales
Primary Location: United States-New Hampshire-Merrimack
Other Locations: United States-Massachusetts-All
Schedule: Full-time
Job Type: Experienced
Shift: Day Job
Travel: Yes, 25 % of the Time
Job Posting: Jul 11, 2014
Req ID: 1296983

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