Careers at HP

What can we do together?

• We are looking for a Distribution Business Manager (f/m) to join our team in Johannesburg.
• As a Distribution Business Manager, you will be in charge for the complete end to end sales process of HP (Print , PC and peripherals, and SW solutions) for a select group of distributors in the Southern and Central Africa (SCA) region.

Responsibilities

• Provides a point of contact to be and represent the voice and brand in the Southern African distribution space.
• Serves as the expert to the partner/distributor for a wide range of extremely complex information regarding product, services, and software transitions, promotions, and configurations.
• Integrates HP offerings to become a key part of the partner's business and solutions; May be brought in by partner to sell HP brand to end customers.
• Establishes and maintains account plans to promote sales growth.
• Leverages partner solution stacks, partner intellectual property, and other capabilities (off-shore/near shore, etc.) to broaden the HP footprint in targeted industries and/or customers.
• Achieves assigned quota for HP products, services and software.
• Transactional and relationship selling working within, and directing, a team of selling professionals.
• Grow HP business overall and HP's share of business by developing deep strategic relationships with partners.
• 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.
• Works with largest partners accounts with a high strategic value or high risk to HP.
• Ensures that partners are compliant with legal and SBC practices.
• May drive SOW growth with distributors who are managing partners on behalf of HP.
• May recruit and develop business relationship with new partners.

Who you are?

• University or Bachelor's degree; advanced degree or MBA preferred.
• Typically 12+ years or more of selling experience at end-user account or partner level.
• A business leader with strong C level exec presence and the ability to navigate through long term strategic discussion on executing a multinational strategy.
• Senior advocate for understanding and implementing channel programs with proficiency in supply and demand mechanisms.
• Experience as successful account/business manager, selling to CxO and decision-maker level.
• Deep understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
• Deep 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.
• Deep 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 senior management, principles and 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.
• Deep understanding of pipeline management discipline and ability to explain benefits to partners/sales teams.