The Global System Integrators (GSIs) became very important for the Sales success of HP. More and more very large end user customers change their buying behavior from separating Hardware and workplace services to combining the two. The market is moving strongly towards contractual models and focusing on end user experience. This is where GSIs play a major role with their transformational sales approach and outsourcing projects.
The Alliances team is covering the top GSIs on a global level and develop joint solutions with GSIs. The main markets we cover with regional Alliance Sales Managers to work with the GSIs in that market and the Enduser sales team to win in joint customers. With a strong focus on contractual DaaS and MPS business.
Influences and supports large account sales teams to partner with GSIs for near-term revenue growth, while at the same time, develop joint relationships, initiatives and programs for long-term sustained account success.
Develops long term and short term business with the SI/O (System Integrators/ Outsourcers) and using the Alliance Account Plan as a means to document and communicate the plan.
Creates, fills-in and manages HP funnel for deals with partners and transform potential leads into joint sales activities.
Acts as the advocate for the SI/O in HP and represents all GBUs (Global Business Unit) with SI/O.
Manages the virtual team of HP representatives to ensure the pursuit and closure of global opportunities through the SI/Os, and increase the funnel for HP.
Management of strategic GSI relationships and strategic GTM (Go to Market) strategy.
Drive and facilitate engagement between HP and GSI sales organizations
Build relationships and drive preference for HP solutions within UK&I and Northern Europe GSI accounts
Participate in strategic sales pursuits
Achieve quota targets
Funnel development and forecasting for assigned accounts
Coordinate sales pursuits between HP DaaS, MPS teams and GSI partners
Contribute to WW (World Wide) Alliance strategy (sales, marketing and solution development) for assigned market
Training of HP generalist organization on GSI strategy
Manage/coordinate GSI trainings and customer events
Education and Experience Required
University or Bachelor’s degree.
Typically, 8-12 years of selling experience at end-user account and/or partner level.
Experience selling to partners in a complex environment.
Strong experience in solution and services selling
Knowledge and Skills
Leverages consultative presence in partner to identify opportunities.
Actively and proactively manages the partner to protect & grow HP’s business; coordinates all partner plans and funnel activities.
Aggressively shapes offers in pursuit of new business and/or portfolio enhancement.
Leadership skills to drive and motivate partner’s sales force.
Actively manage the account to protect & grow HP’s business.
Forecasting, planning and reporting skills in relation to partner/alliance deals.
Shapes offers in pursuit of new business and/or portfolio enhancement.
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 GBU 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.
Coordinates and directs efforts across HP sales teams.
Multi-BU (Business Unit), multi-year with region.
Coordinate sales deals across BU.
Mostly global deals and sales engagement
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