Stanford University classmates Bill Hewlett and Dave Packard founded HP in 1939. The company's first product, built in a Palo Alto garage, was an audio oscillator—an electronic test instrument used by sound engineers. One of HP's first customers was Walt Disney Studios, which purchased eight oscillators to develop and test an innovative sound system for the movie Fantasia.
Hewlett Packard (HP) Ghana is recruiting for a sales specialist job vacancy
Job Description
•Manage assigned Imaging & Printing partners to achieve sales targets and maximize share of business and share of wallet for IPG by growing sales of the entire IPG portfolio
•Ensure that partners meet all program qualification, participation criteria incl. acceptance of program legal terms and conditions
•Drive partners’ contributions to the IPG marketing strategies
through the business plan execution and specific marketing activities.
•Ensure that partners retain and strengthen their volume sales motion by mid-market program participation and execution including management of former enterprise accounts handed over to partners
•Establish and grow their solution sales motions by partners’ active engagement in contractual sales motions, value based programs and/or software solutions offerings
•Manage partners’ deal funnel of transactional and contractual deals; ensure funnel reporting in Siebel and achieve maximum win-rate through Mid-market -, OPS program.
•Contribute to partners’ MDF allocation by Marketing Mgr and execute MDF based on partners’ business plan and MSA-led/Partner-led split. Manage partners’ co-funded activities outside of business plan. Manage partners’ claiming process with CSS support.
Measure partners’ ROMI and find ways to optimize for co-marketing with HP
•Manage partners’ program and contact information in Siebel and report any updates, changes to Partner Knowledge Management contact
•Monitor key partner performance metrics like revenue growth, inventory, sales target achievement and compensation execution; establish performance forecasting and RAD analysis to further develop partners’ performance
•Position/demonstrate HP’s Portfolio value proposition vs competition
HP Ghana Job Qualifications
Education and Experience Required:
•University or Bachelor’s degree
•Typically 8-12 years of selling experience at end-user account or partner level
•Experience selling to partners in a complex environment
Knowledge and Skills Required:
•Thorough understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models
•Thorough understanding of 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.
•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
Critical Competencies to Drive Business Results:
Alliance/Partner Business Development
Expands partner business to advance HP’s mindshare and partner’s value-add
Alliance/Partner Selling Support
Contributes the support essential for successfully pursuing and winning customer-facing opportunities for the partner and HP
Alliance/Partner Business Transformation
Collaborates with partners to transform their business vision and relationship with HP
Alliance/Partner Relationship Building
Develops enduring partner business relationships based on trust, professionalism, and responsive support in line with HP’s standards of business conduct
Alliance/Partner Business Intelligence
Develops a solid knowledge of partners as the cornerstone of a mutually beneficial HP/partner business relationship
Account Management Effectiveness
Account Planning. Sales Pipeline Collaboration and Margin Management
Sales Effectiveness Fundamentals
HP Tools & Resource Utilization, Business & Offers, Organizational Collaboration
Job category- Sales
Primary Job Location: Ghana
Job Vacancy Schedule: Full-time
Job Type: Experienced
Vacancy Shift: Day Job
Travel: Yes, 25% of the time
How to apply:
Click on this link: https://hp.taleo.net/careersection/2/jobsearch.ftl?lang=en&location=1223
select Ghana as the location and apply
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