Practice Development Manager
About The Position
The Practice Development Manager, also known as a Practice Builder, is responsible for driving business development, achieving sales targets, analyzing market trends, and identifying strategic partner relationships. This role focuses on developing and promoting selling practices with key third-party partners and using performance metrics to evaluate partner effectiveness. You will understand, drive and achieve sales targets on centrally designed initiatives, utilizing global tools to promote local channel business. You will be assigned to active opportunities to accelerate Partner sales, support complex deals configurations, and pricing. This role is a Federal Practice Development Manager who will accelerate partner-led growth for Hybrid Solutions, expand Poly voice and video opportunities, and increase adoption of the broader One HP portfolio among Federal and regional commercial Northeast technology partners.
Requirements
- Technical solution expertise: The role requires experience with HP Poly voice, video, collaboration technologies, enterprise conferencing, hybrid workplace deployments, Microsoft Teams Rooms, Zoom Rooms, Poly Lens, device lifecycle management, and solution architecture. Knowledge of Microsoft Teams, Teams Phone, Zoom, Zoom Phone, Google Meet, and competitors such as Cisco, Logitech, Yealink, and Avaya supports solution differentiation and competitive displacement.
- Partner growth responsibilities: Responsibilities include meeting sales targets, analyzing market trends, identifying and developing strategic partners, improving partner effectiveness through performance data, building partner capabilities, enabling partners with training and technical resources, collaborating with resellers and distributors, and co-selling until partners achieve self-sufficiency.
- Experience and capabilities: Recommended qualifications include business development and sales experience, market analysis, partner recruitment, direct selling, stakeholder engagement, organizational and program management, cross-functional collaboration, digital fluency, and confidence with AI-enabled sales and customer engagement solutions.
- Federal channel or public-sector partner experience
- UC&C, collaboration, voice, or video solution expertise
- Microsoft Teams / Teams Rooms and Zoom ecosystem knowledge
- Business development and quota-carrying experience
- Partner practice-building and enablement experience
- Ability to position the broader One HP Hybrid Solutions portfolio
Nice To Haves
- A bachelor’s degree is preferred but not required.
Responsibilities
- Lead business development efforts and execute sales targets.
- Drive adoption of portfolio-based, customer-centric selling practices across partner ecosystem
- Analyze market trends and identify potential partners with emerging capabilities.
- Develop capabilities and selling practices with priority partners.
- Leverage performance data to assess and improve partner effectiveness.
- Incubate business and grow revenue for assigned products and solutions.
- Collaborate with external resellers, distributors, and HP Financial Services.
- Select and segment partners, supporting their adoption, practice building, and certification in their focus area.
- Enable partners with value proposition, collaterals, training on their focus area, links them to technical support resources.
- Co-sell with partners until they can operate independently.
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
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
Associate degree
