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Africa Channel Services Sales Specialist à Casablanca

Profil demandé

- Education and Experience Required:

  • 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

Missions du poste

Responsibilities:

  • Serves as the expert to the partner for Services Selling on PC and Print
  • Build and grow HP Partner First Services program for all of Africa, Print and PC
  • Increase HP Services share of wallet within the partner services business
  • Build and grow Channel DaaS partner ecosystem, focus on selection of partners, trainings, workshops, certification of partners
  • 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
  • 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
  • May drive SOW growth with distributors who are managing small partners on behalf of HP
  • Will be responsible of setting targets of key partners and track progress
  • Educate and train partners and partner account managers on selling HP services portfolio
  • Align growth plan with partners and follow up
  • Will act as services sales on large SMB and Mid Market, and Enterprise Solutions Sales deals, being the services go-to person for Partner Business Managers, Mid Market and Enterprise Solutions team