Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees. 

Responsibilities: 

• Serves as the expert to the partner for extremely complex information regarding product, services, and software transitions, promotions, and configurations. 

• Promotes HP offerings to become a key part of the partner's business and solutions; May be brought by partner to sell HP brand to end-customers. 

• Focus on Managed Print Services and Copier business. 

• Establishes and maintains account plans to drive sales growth. 

• Achieves assigned quota for HP assigned products, services and software. 

• Transactional and relationship selling working within a team of selling professionals. 

• Creates, fills-in and manages HP funnel for deals with partners and transforms potential leads into joint sales activities. 

• Actively engages HP resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for HP. 

• Provides the business rationale and risk assessment for making HP investments in the partner. 

• Ensures partners are compliant with legal and Standards of Business Conduct practices. 

• May work on driving share of wallet growth with distributors who are managing small partners on behalf of HP. 

• May recruit, onboard and develop business relationship with new partners. 

• 25% travel with flexibility to travel throughout Canada. 

• Actively works with partners to create, grow and maintain their HP funnel. 

• Actively engages partner business manager and/or end user sales teams, communicating partners' capabilities and merits. 

Education and Experience Required: 

• University or Bachelor's degree. 

• Typically 8-12 years of selling experience at end-user account and/or partner level. 

• Experience selling to partners and customers in a complex environment. 

Knowledge and Skills: 

• Thorough understanding of the Managed Print Services and Copier industry, competing vendors, and the channel. Dimensions include competitive positioning and business models. 

• Thorough understanding of (or ability to quickly ramp up on) HP's organization & operations, including key business rules, and alignment with HP GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model. 

• Thorough understanding of HP's products, software, and services. Able to communicate the strengths of HP's offerings relative to competition, and overcome objections. 

• Effectively sells HP offerings by building strategic relationships with partner decision makers; aligning partner and HP processes; and promoting HP programs and offerings. 

• Develops strategic plans with the partner to grow the size of the business and HP's share. 

• Partners effectively with others in the account to ensure coordinated efficient account management and leadership. 

• Ability to motivate partner's sales force. 

• Coordinates and directs efforts across HP sales teams and across business groups. 

• Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members. 

• Skilled at complex sales as well as operational issue resolution. 

• Possess diverse skillset and flexibility needed to proactively address complex sales challenges and opportunities, including participation in special projects. 

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