HP is a leading global provider of products, technologies, solutions and services to consumers and business. The company's offerings span IT infrastructure, personal computing and access devices, global services, and imaging and printing. Our $4 billion annual R&D investment fuels the invention of products, solutions and new technologies so we can better serve customers and enter new markets. We invent, engineer and deliver technology solutions that drive business value, create social value and improve the lives of our customers.

Partner Sales Rep II, Systms
(Jakarta Raya - Jakarta Raya)

Responsibilities:

· Achieves assigned quota for Technology Solutions Group (TSG) products and services.
· Coordinates the input of specialists to assess opportunities and make recommendations.
· Educates/motivates partners to grow HP's market share on the specific category.
· Collaboratively assesses partner opportunities and identifies effective pursuit strategies for the category/segment Partner Sales:
· Ensures partner area always aware of any Category specific promotions.
· Provides product and solution development expertise to partners.
· Works with product specialists to manage product roll-overs on the specific category promotions.
· Supports Business Critical Servers (BCS), Value Storage Works Division (SWD), Blades and HP Services (HPS) (typically peaked in a single product line.)
· Influences Corporate Business Manager (CBM)/External Active Monitoring (EAM) on partners' capabilities and merits
· Creates, fills-in and manages HP funnel for deals with value partners/System Integration (SI)'s. Alliance Business Mgrs:
· Aligns closely with Sales teams to increase awareness of alliance related opportunities and to enable pipeline revenue tracking for alliance programs.
· Develops, nurtures and maintains strong business relationship with Alliance Partner.
· Leads the HP alliances team supporting partners in Focal Point Process (FPP) (Firewall Pursuit Program) mode
· Advocates Alliance perspective internally and troubleshoot inhibitors to effective selling or fulfillment.
· Work in local, country;
· Carries quota about 10% below the average local/country/ quota per Account Based Management (ABM) ratio
· 100% revenue goals

Requirements:Education and Experience Required:
 
· Handle limited number of Business Unit (BU) products/services in Technology Solutions Group (TSG) either as successful External Active Monitoring (EAM) or Account Based Management (ABM)
· Experienced working on deals of limited complexity and some Focal Point Process (FPP) (Firewall Pursuit Program)
· Typically 4 to 6 years of experience
 
Knowledge and Skills Required:
 
· Understands Solution Partner Organization (SPO) organization & operations - structure and business model, key business rules, alignment with HP Global/General Business Unit (GBU) go-to-market strategies, partner segmentation, key programs & initiatives.
· Based on sound product knowledge, positioning strategies and key benefits messages, motivational and communication skills to ensure high sales performance of partners/resellers.
· Partners effectively with others to ensure coordinated, efficient account management.
· Advocates for partner needs in negotiating solution sales
 
Critical Competencies to Drive Business Results:
 
Partner Relationship Development
Cultivates and expands relationships within partner organizations to develop the trust and confidence essential for productive collaboration and mutual profitability
 
Partner Community Enlistment
Actively enlists and assesses partner's partner community as key potential influencers working for the benefit of HP
 
HP/Partner Sales Alignment
Builds and maintains the sales team partnering required for overcoming mutual distrust and successfully executing Alliance strategies
 
HP-Led Co-Selling Management
Identifies opportunities and collaborates closely with partner sales teams to generate enthusiasm, mitigate risk aversion, and successfully integrate their component within an HP solution venture and pursuit strategy
 
Partner-Led Co-Selling Management
Collaborates closely with partner sales teams to integrate HP components within their solution and pursuit strategy
 
Campaign Execution Planning
Develops and drives Alliance implementation planning to share sales leads and identify joint opportunities
 
Pipeline Management
Builds, monitors and orchestrates sales pipelines to ensure continuous population and movement of near- and long-term opportunities
 
Prioritizing Accounts/Focusing
Supports sales strategies and activities that effectively and efficiently target HP's efforts and resources to closeable wins
 
Sales Motivation/Entrepreneurship
Demonstrates a high level of motivation and entrepreneurial ability in supporting the pursuit and closing of deals
 
Resource Optimization
Applies partner and internal resources effectively and efficiently to advance sales opportunities
 
Solution Acumen
Demonstrates comfort with Information Technology (IT) and/or industry, solution, product, service knowledge -- easily integrates/applies these perspectives to solving business needs
 
Problem Solving
Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution