Partner Business Manager - Large Format Printing

Description -

We are a team of 5 multilingual Sales specialists managing the Large Format Printing business in the Northern European territory. If you are looking for a true opportunity to change a market, drive a transformation and lead the way to HP’s future success, this role in HP The Netherlands, managing our Benelux territory, is the place for your next career step.

About you:

• You are experienced in balancing sales and structural business management.
• You thrive in complexity, influencing and getting buy-ins from both internal and external stakeholders.
• You love staying ahead of the game, developing broad market and competitor knowledge.
• You have an analytical approach when planning and undertaking financial responsibilities.
• You act as an expert providing direction and guidance to process improvements and establishing policies.
• You love to contribute to the development of new ideas and methods.
• You love to represent the organization to external customers/clients.
• You enjoy being out in the field traveling 60%+ of the time, meeting with Partners and Customers.

Responsibilities:

• Your main objective is to drive profitable growth through partners to increase HP’s Large Format Print market share in the Benelux.
• Act as the single point of contact for your partners – they consider you the HP Large Format Printing subject matter expert in hardware, supplies, services and solutions.
• Promote HP offerings to become a key part of the partner's business and solutions;
• Support partners to sell HP branded products to end-customers.
• Establish and maintain account plans to promote sales growth.
• Achieve assigned quota for HP products, services and software.
• Transactional and relationship selling working within a team of selling professionals.
• Create, fill-in and manage HP funnel for deals with partners and transforms potential leads into joint sales activities.
• Responsible for managing and identifying where to invest Market Development Funds (MDF).
• Actively engage HP resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for HP.
• Provide the business rationale and risk assessment for making HP investments in the partner.
• Ensure partners are compliant with legal and SBC practices.
• Manage our distributors who are managing small partners on behalf of HP.
• Manage the partner landscape, may recruit and develop business relationship with new partners.
• Report to the Regional Business Manager Northern Europe.

Education and Experience Required:

• University or Bachelor’s degree.
• Typically 8-12 years of selling experience at end- user account or partner level.
• Experience in selling to partners in a complex environment.
• Consistently achieving/over achieving targets/KPI’s.
• Ideally, you will have experience in the large format printing industry in Northern Europe.

Knowledge and Skills:

• Solid knowledge of the IT industry, competing vendors, and the channel.
• Effectively selling HP offerings by building strategic relationships with partner decision makers; aligning partner and HP processes; and promoting HP programs and offerings.
• Thorough understanding of HP's products, software, and services. Able to communicate the strengths of HP's offerings relative to competition and overcome objections.
• Seniority to deal with C levels/top management at distribution partners.
• Proven experience in developing strategic plans with the partner to grow the size of the business and HP's share.
• Ability to motivate partner’s sales force.
• Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales team members.
• Solid communication and interpersonal skills.
• Advanced planning, analytical and finance skills.
• Partnering effectively with others in the account to ensure coordinated account management.
• Fluency in Dutch and English is required, French is a plus.

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Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"