Eastern Europe Cluster Channel Services Sales Specialist

Ключевые навыки

HP Russia is looking for its new Services Sales Specialist to support the channel business in Eastern Europe (predominantly Russia and CIS countries), based out of our Moscow office.

Responsibilities:

• Serves as the expert to the partner for extremely complex information regarding product, services, and software transitions, promotions, and configurations.
• Promotes HP offerings to become a key part of the partner's business and solutions; May be brought by partner to sell HP brand to end-customers.
• Establishes and maintains account plans to promote sales growth.
• Achieves assigned quota for HP services partners.
• Transactional and relationship selling working within, and influencing, a team of selling professionals.
• Creates, fills-in and manages HP funnel for deals with partners and transforms potential leads into joint sales activities.
• Actively engages HP resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for HP.
• Provides the business rationale and risk assessment for making HP investments in the partner.
• Ensures partners are compliant with legal practices.
• Will be responsible of setting targets of key partners and track progress
• May recruit and develop business relationship with new partners.
• Educate and train partners and partner account managers on selling HP services portfolio
• Align growth plan with partners and follow
• Will be responsible for on boarding and running contractual services/Devise as a Service (DaaS) for channel for Eastern Europe (EE) region. Will focus on selection of partners, trainings, workshops, certification of partners
• Will be responsible to develop business with partners on proactive manageability and proactive security area.
• Will act as services sales on large SMB deals, support partner to close the deal if necessary will visit the customer

Education and Experience Required:

• ​​​​​​​​​​​​​​​​​​​​​University or Bachelor's degree.
• Typically + 10 years of selling experience at channel business.
• Experience selling to partners in a complex environment.

Knowledge and Skills:

• 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 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 and across business groups.
• Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members.
• Travel required
• Fluency in English language