Channel Retail Sales Specialist

HP•All Cities, SC

9d•Remote

About The Position

The Retail Channel Sales Rep will recruit incremental new Retail Solution partners and develop existing partners for HP. Engaged in developing new partner business, you will define and implement sales strategies and plans that will outperform quota and deliver net profit. The role is a quota-driven position which will assist in the growth of HP in the Retail Solutions segment. You will join a dedicated team of Sales Management Professionals focused on selling and driving the success of HP's Retail Solutions (POS, Digital Signage, Store Mobility and Kiosk) within the US. You will play a key role in leading the selected US region to identify, qualify, on-board, and develop key retail channel partners. Candidates for the Retail Solutions: Channel Sales Rep will have demonstrated experience in field selling to both partners and end users; developing & expanding partner relationships; creating & executing territory coverage business plans; and strong business acumen skills developed through executive relationships and interaction. Knowledge of the channel partnership and engagement model is important to further HP relationships and better enable partners to sell HP solutions. Additionally, this candidate will have demonstrated performance to consistently meet and exceed their quota objectives. The Retail Solutions: Channel Sales Rep acts as a lead for acquiring net new partner relationships that represent substantial revenue potential to HP. This role will develop and manage investments to further those relationships and drive higher share of wallet with targeted partners. A strong knowledge of HP’s Retail solution products, understanding competitor's products, partner economics, knowledge of the IT industry and current trends, being able to communicate effectively with varied audiences including partner executives and the ability to close business with partners is required.

Requirements

Deep experience with selling to and developing channel partners in the retail segment.
Direct related work results in Retail Solutions; including demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
Must have extensive sales experience selling Retail Solutions in complex environments.
Must have successful history of building and managing a large territory of Retail Partners and drive mutually rewarding business outcomes.
Detailed knowledge of key partners types or customers on given solution.
Typically 3-5 years of experience as referenced above.
University or Bachelor's degree directly related previous work experience.
Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
Extensive selling experience within industry and on similar products.
Typically 8-12 years of advanced sales experience.
Project management skills required.
2-3 years of product sales in the desired specialty.
Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
Understands the role of IT within area of specialization and how HP's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
Account planning and accurate account revenue forecasting skills.
Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
Cultivates & maintains positive relationships with customers to ensure account retention & growth, and position HP as the preferred vendor for meeting all business needs
Excellent project management skills.
Establishes a professional working relationship, up to the executive level, with the client.
Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
Deep knowledge of products, solution or service offerings as well as competitor's offerings.
Understands how to leverage HP's portfolio and change the playing field on our competitors.
Utilizes Siebel as an expert and accurately forecasts business.
Understands and sells high value software solutions.
Understands selling of services sales.
Leverages services as part of strategic product sales.
Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

Nice To Haves

strong organizational skills, detail oriented
works on problems/projects of diverse complexity and scope
exercises significant independent judgment to achieve objectives
ability to stay focused on goals and objectives
deep technical and ROI/TCO knowledge of product offerings
willingness to travel - 75% / assigned territory
ability to operate with minimal tactical direction
self-motivated, competitive and goal oriented
high energy drive to close business and exceed assigned sales goals
strong presentation, sales, negotiation and influencing skills
organized and has track record of working effectively on a team
highly effective at qualifying sales opportunities and time management

Responsibilities

Achieve revenue target for the Retail Channel sales team.
Sell HP Retail Solutions to strategic partner.
Recruit and develop strategic retail solution partners.
Develop and execute tactical and strategic sales plans for their respective sales region.
Create and manage sales funnel and forecast.
Capture and share win/loss competitive experiences.
Utilize HP retail and executive management team to support sales team activities.
Be a retail subject matter expert beyond basic platform knowledge.
Provides recommendations, direction and guidance on process improvements to the HP division.
Work with sales team on partners of significant dollar and strategic value.
Interfaces at all levels of the partner community.
Significant percentage of time spent directly with the partners.
Involvement with end customers of appropriate size via the partner.
Responsible for creating and driving their sales pipeline.
Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.
Maintain knowledge of competitors in account to strategically position HP's products and services better.
Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
Provide support to Account managers and provide input regarding business development and solution expertise.
Development of quota objectives and future direction for defined product category.
Some specialists also responsible for selling outsourcing deals.
Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.
May invest time working with and leveraging external partners to deliver sale.
For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher- total contract-value renewals.
Directs or coordinates supporting sales activities.

Benefits

Health insurance
Dental insurance
Vision insurance
Long term/short term disability insurance
Employee assistance program
Flexible spending account
Life insurance
Generous time off policies, including; 4-12 weeks fully paid parental leave based on tenure
13 paid holidays
Additional flexible paid vacation and sick leave