Channel Partner Business Manager

HP•Washington, DC

3d•$162,050 - $254,450

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 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 and tailors solutions to customer needs. It provides partners with complex information about HP’s offerings, supports long-term partner business success, and drives sales growth through account planning, funnel management, and risk assessment. The role also provides strategic guidance to partner business managers and end-user sales teams and mentors junior team members. This role typically requires 7–10 years of work experience, preferably in enterprise selling, channel and alliance work, or a related field. The on-target earnings range is $162,050–$254,450 annually, with a 60% salary and 40% incentive mix. Additional bonus and/or equity opportunities may be available to candidates in the United States. The position requires 50% travel.

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 work, or a related field.
High functional knowledge of HP’s 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 processes, 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.

Responsibilities

Act as the expert to the partner for complex information about the organization’s products, services, promotions, and configurations.
Develop and maintain account plans to promote sales growth in adherence to legal procedures and requirements.
Build strategic relationships with partners to ensure long-term business opportunities for the organization.
Partner to transform potential leads into joint sales activities; create, fill, and manage the deal funnel with partners while achieving and/or exceeding quotas.
Promote and incorporate the organization’s offerings into the partner’s business and solutions.
Collaborate with partners to tailor solutions to customer needs, including customizing products and services to align with client requirements.
Engage in transactional and relationship selling while working with and influencing a team of sales professionals.
Recruit new partners and provide risk assessments and business rationale for the organization’s investments.
Provide strategic guidance and insights to partner business managers and end-user sales teams about partners’ capabilities, strengths, and market positioning.
Mentor junior team members and support their professional growth and development.