• Empresas
  • Salários
  • Entrevistas
  • Vagas

Vaga de Channel Representative
HP (Hewlett Packard) em Barueri - SP

Descrição da Vaga

Channel Representative

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

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 products, services and software.
  • 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 and SBC practices.
  • May drive SOW growth with distributors who are managing small partners on behalf of HP.
  • May recruit and develop business relationship with new partners.

Education and Experience Required:

  • University or Bachelor's degree.
  • Typically 8-12 years of selling experience at end- user account or partner level.
  • 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 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.
  • 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.
Leia mais

Avaliações da HP (Hewlett Packard)


Satisfação geral dos funcionários

3.62
  • Remuneração e benefícios
    3.44
  • Oportunidade de carreira
    2.92
  • Cultura da empresa
    3.76
  • Qualidade de vida
    3.84

Recomendam a empresa a um amigo



  • Há aproximadamente 1 ano

    Recomendo

    Planejamento de Materiais Sênior

    Barueri, SP


    Prós: Ponto positivo é o ambiente de trabalho. Pouca rotatividade dos funcionários. Na HP a qualidade de vida e de trabalho é levada muito a sério.

    Contras: Acho que a política de salário está defasada, desde que a HP se separou da HPE, não foi renovada, ou ao menos os cálculos de salário médio do segmento não foram divultados

    Recomenda a empresa: Sim

  • Há aproximadamente 1 ano

    Ótimo lugar para começar a trabalhar.

    Analista Desenvolvedor PL/SQLEx-funcionário, saiu em 2012

    Araraquara, SP


    Prós: Empresa eu oferece muitas oportunidades, aprendi muito dentro da empresa. Entrei na empresa através de um plano de estágio e foi muito enriquecedor o período que passei na empresa. Empresa organizada, me deu uma ótima base.

    Contras: Como toda empresa de grande porte existe muitas vagas para pessoas com pouca experiencia e pouquíssimas vagas para pessoas com mais experiencia, dificultando e atrasando o crescimento dentro da empresa.

    Recomenda a empresa: Sim