Channel/Partner Sales Manager

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title: leverages personal saels expeirence to participate in pursuit planning for key accuonts
.assesses account teams for strengths/challenges and ensures that the team capitalizes on individual strengths, while compensating for individual challenges
.reviews and proivdes counseling on account-team deals
.builds clear strategies for working with key accounts to pursue and close major opportnuities, inclduing clear identification of tactics for accelerating progress thruogh the pipeline
.execution - actively manages busniess plans to meet revenue golas/quotes and advance the busniess interests of hp. program goal achievement status,
5) parnter perfomrance reporting for parnter qutoa achievement progress, and # of parnter contribution
6) partner fund planning and execution
5.skill develpoment/enhancement - sponsors and directs skill building activities to increase the productivity and accomplishments of the saels focre
.coaches and develops sales personnel in such activities as solution selling or relationship building. gtm planning and strategy development
1) gtm mix and portfolio manaegment to maximize market coverage from enterprise to consumer
2) new gtm development to cover new market or segment which is not addressed
3) partner selection and rationalization
3. sets sales priorities and establishing these as the focus of individual or sales team activities
.proactively develops and nurutres solid cxo-level relationships in key accounts as a baiss for expanding hp's business-partnering presence
.forecast/budget conrtol - tracks and manages rolling forecasts and budgets to ensure timely and accurate roll-ups
.brainstorms, reviews, validates, and troubleshoots selling strategies for individuals & account teams
.effective succession planning, manages "span of control" issues to ensure such goals as adequate account coverage, and optimum implementation of workforce re-alignment models
, employee retention.understands industry drivers and the customer base better to bridge hp solutions with account-relevant problems and opportunities
.corporate resellers, and consumer channel sales
3) t2 partner sell-out manaegment by category and gtm
4) woi goal manaegment by wholesaler and category
5) sales forecasting and interlocking with category and supply chain
5) segment market share manaegment depending on consumer and smb market segment
2, channel business performance
1) indirect t1 channel shipment performance management including wholesalers, commercial channel sales (plb), and retailers
2) t1 partner sell-thru management including wholesalers.management experience
knowledge and skills reqiured:
in addition to core selling skills:
.university or bachelor's degree; advanced or master's degree preferred
.or e-learning, rpfr, and achieveplus
2) partner profiling and membership management
3) channel communication thruogh partner portal, cpfr, or regluar meeting
4) partner training and certification management through regular off-line events and on-line web-site- infolab, channel marketing
1) channel health program development and execution - dpfr, channel newsletters, events, hp planet.the quality of business practices, troubleshoots and improves area-of-control operations to ensure alignment with hp's business direction, operations building/improvement - continuously monitors, optimum organizational performance and a highly motivated sales force
.resource brokering/allocation - collaborates across hp wihtin the field to access, facilitate and direct the use of resources needed for effective selling
.leadership - able to lead effectively in a complex and political environment, and deliver resluts; able to influence without direct authority; able to balance between competing priorities and be flexible and creative; drives team performance to best in class
critical competencies to drive business results:
business management
sales development
customer face-time
strategic business planning
sales team/individual coahcing. more call-reltaed modleing
, provides better coahcing and mentroing opportunities - less improvziation, more plafnul.caerer planning and development - nurtures and advnaces the taelnt required to maitnain hp sales force excellence within area-of-control
.partner opertaion and management
1) partner qutoa setitng and performance management
2) partner business management through regular business reivew by monhtly or quaretrly basis.dircetly reltaed management experience and work results including sucecss in achiveing progressively hihger quota or otehr sales reltaed goals
.soliidfies an endruing partnreship with key accounts through such strategies as active monitoring of customer satisfaction, speedy problem resolution, and advance communication of beneficial hp initiatives or solutions
.monitors and orchestrates sales pipelines to ensure continuous population of near- and long-term opportunities balances quick wins against longer sales-cycle opportunities to ensure both immediate wins and long-term profitability for hp
, pipeline management - builds.with clients, and internally within hp; establishes hp's account presence and extends the customer's account penetration to executive levels; accompanies sales reps on calls to demonstrate and model effective selling skills
, sales facilitation - applies influence and organizational savvy to advances sales opportunities externally.coaching - personally develops employee performance to ensure individual and group excellence. works with others to create mechanisms that shift the focus from "low-hanging," immediate wins to recognizing and providing incentives for large deals/wins
.manages the top- and bottom-line - monitors discounts and margins involved in individual deals to align them with group performance
.typically 8-12 years experience in sales
.5 yrs. demonstrated level of project management skills
. attract and hire top talent. strengthens the alignment of account-team activities and priorities with management's business mission and goals
.coaching, sales resource development
1) organizing and deploying sales resource to maximize quota achievement
2) performance management through external job skill training or e-leaning
3) career development trough job rotation, and mentoring
education and experience required:
.strategic account leadership - actively drives key enterprise and strategic account activities - promotes vision and models executive relationship building practices to build enduring partnerships and account share/penetration for hp
.determines if an opportunity is profitable for the company
.deb, cecp, sell-out, sell-thru, etc
4, dtd, and inventory in the channel
5) t1 partners (wholesaler and corporate reseller) credit management
6) monitoring partners' compliance with hp business guideline such as sbc,
3) sell-thru/sell-out program planning and execution by monthly or quarterly basis
4) partner reporting management to monitor sell-in.change management - develops methods for supporting innovation and change across the organization
.channel/partner sales manager
location: korea, republic of-seoul hq-yoido
other locations:
job title: partner sales manager (???)
bu: personal systems group
description:
1. ensures that sales reps are trained on corporate tools and systems to ensure efficient use of time, and elimination of the "management by spreadsheet" cycle
, better data collation.
.supervision - assesses and manages employee performance to ensure individual and group excellence builds individual and group commitment to business goals and personal excellence
.strategic planning - translates business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control aligns area-of-control account and market opportunities with upstream strategic plans and metrics. scope, level
, solution selling - approaches selling from a business solution perspective to ensure that hp products and services accurately address the customer/client's true business need in terms of type.builds stronger internal relationships with other groups to ensure seamless selling of total hp solutions and to establish clear expectations for resource alignment and support
.identifies and addresses sales and resource capability gaps within area-of-control, workforce planning - actively monitors.vertical industry acumen - develops and exercises a deep understanding of business dynamics within area of control, as a basis for informed business decision making
.develop effective counter-measures and messages
.

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