Channel Lead (Job #1460040)

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Education and Experience Required:


•University or Bachelor's degree preferred

•Typically 4-6 years of selling experience at end-user account or partner level

•Solid experience in selling to partners in a complex environment, preferably on Romanian market


Knowledge and Skills Required:


•Solid understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning.

•Solid understanding of company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure.

•Solid understanding of many of company's products, software, and services. Able to communicate the strengths of company's offerings, and overcome objections

•Effectively sells company offerings by building strategic relationships with partner decision makers; and promoting company programs and offerings

•Develops account plans with partner to grow company's share of the business

•Partners effectively with others in the account to ensure coordinated efficient account management.

•Ability to motivate partner's sales force.

•Solid understanding of pipeline management discipline and ability to explain benefits to partners

Serves as the expert to the partner for complex information regarding product, services, and software transitions, promotions.

•Educates and updates partners on new company technologies or solutions. May be brought in by partners to sell complete & complex solutions to end customers.

•Establishes and maintains account plans to promote sales growth

•Achieves assigned quota for company products, services, and software

•Enables profitable growth of PPS business (Channel), supervising sales and marketing shares. Consolidates the programs in Channel area for Printing Business.

•Defines and executes business tactical plans for short term (1 month) and medium (6 months) in order to introduce new equipment, promote them, planning the sale and introducing replacement equipment.

Forecasts the financial and operational monthly activities

Uses efficiently the budget allocated for increasing sales and executes plans to maximize the ROI for PPS Business.

•Transactional and relationship selling working within a team of selling professionals

•Creates, fills-in and manages company 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 the company

•May recruit and develop business relationship with new partners

•Carries quota at least at the average local/country/ regional quota per account manager ratio

•Primary focus for partner sales on SMB segment