Channel Partner Business Manager

HP•Washington DC, WA

About The Position

The Channel Partner Business Manager leads HP strategy on federal security standards, including FIPS, NIAP, and Common Criteria. The role requires functional knowledge of HP’s managed A3/A4 portfolio and an understanding of federal route-to-market buying behaviors, including when to sell managed versus transactional devices. It also involves working with federal partners and navigating federal IDIQ and BPA contracts. The position develops and maintains strategic partner relationships, tailoring solutions to customer needs and explaining complex information about HP’s offerings. It drives sales growth through account planning, risk assessment, partner-led sales activity, and quota achievement. The role also provides strategic guidance to partner business managers and end-user sales teams and mentors junior team members. The position affects its function, provides expertise to project teams, and works on complex problems requiring in-depth evaluation of multiple factors.

Requirements

Four-year or graduate degree in Sales, Marketing, Business Administration, or a related discipline, or commensurate work experience or demonstrated competence.
Typically 7–10 years of work experience, preferably in enterprise selling, channel and alliance, or a related field.
Functional knowledge of HP managed A3/A4 portfolio.
Understanding of federal route-to-market buying behaviors, including when to sell managed versus transactional devices.
Experience working with federal partners and navigating federal IDIQ and BPA contracts.
Knowledge and skills in account management, automation, business development, business planning, business-to-business sales, channel sales, customer relationship management, market share, marketing, merchandising, outside sales, product knowledge, sales management, sales process, sales prospecting, sales strategy, sales territory management, Salesforce, selling techniques, and value propositions.
Cross-organizational skills in effective communication, results orientation, learning agility, digital fluency, and customer centricity.

Nice To Haves

Preferred experience in enterprise selling, channel and alliance, or a related field.
Preferred Certifications: NA.

Responsibilities

Acts as the expert to partners on complex information regarding the organization’s products, services, promotions, and configurations.
Develops and maintains account plans to promote sales growth in adherence to legal procedures and requirements.
Builds strategic partner relationships to ensure long-term business opportunities for the organization.
Partners to transform potential leads into joint sales activities; creates, fills, and manages the partner deal funnel while achieving or exceeding quotas.
Promotes and incorporates the organization’s offerings into partners’ businesses and solutions.
Collaborates with partners to tailor and customize solutions to specific customer requirements.
Engages in transactional and relationship selling while working with and influencing a team of sales professionals.
Recruits new partners and provides risk assessments and business rationale for organizational investments.
Provides strategic guidance and insights to partner business managers and end-user sales teams regarding partners’ capabilities, strengths, and market positioning.
Mentors junior team members and supports their professional growth and development.
Leads HP strategy on federal security standards, including FIPS, NIAP, and Common Criteria.