Partner Business Specialist

HP; Gurugram District; On-site; INR 3,000,000 - 5,500,000; Full time

Job summary

HP India is seeking a Print Sales Specialist for A3 Devices & Print Solutions in Delhi. You will drive business growth by enabling channel partners to sell HP solutions, services, and MPS to commercial customers, building capability and pipeline through joint sales motions.

You’ll collaborate with internal teams, lead partner engagements, coach partners on pricing and deal structuring, and ensure accurate forecasting while expanding partner coverage across the region.

Qualifications

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or related discipline.
• Typically 10+ years of experience in Channel sales with partner management exposure.
• Proven experience in A3 device sales, solution selling, and print services/MPS with channel partners.

Responsibilities

• Drives channel expansion and onboarding/activation of partners for A3 devices and MPS.
• Develop and execute channel-focused account and partner business plans.
• Build strong relationships with key channel partners and position HP solutions.
• Enable, coach, and train partners on HP A3 devices, solutions, and MPS offerings.
• Lead consultative, solution-led selling through partners and customer workshops.
• Support partners in identifying, qualifying, and advancing opportunities.
• Collaborate with internal teams to align HP offerings to customer needs.
• Lead and support joint sales engagements, proposals, and negotiations.
• Guide pricing, margins, and contract renewals for sustainable growth.
• Maintain channel pipeline health and accurate forecasting with partners.
• Provide feedback to improve go-to-market programs and partner enablement.
• Prepare partner business reviews and performance dashboards.

Skills

Channel Sales

Partner Management

A3 Devices

Print Solutions

MPS

Sales Enablement

Solution Selling

Account Planning

Forecasting

CRM & Salesforce

Pricing & Margin

Sales Strategy

Territory Coverage

Pipeline Management

Cross-Sell

Upsell via Partners

ROI Articulation

Value Proposition

Education

Bachelor's degree in Sales/Marketing/Business

Tools

Salesforce

MS Office

CRM Software

Job description

Description -

Print Sales Specialist (A3 Devices & Print Solutions) - Delhi

Job Summary

This role is responsible for driving business growth for HP A3 MFP, solutions, and print services through channel partners. The role focuses on developing, enabling, and equipping channel partners to successfully sell HP solutions, services, and partner-led Managed Print Services (MPS) to commercial customers. The individual will work closely with partners to build capability, create pipeline, execute joint sales motions, and ensure consistent solution-led engagement with end customers.

Responsibilities

• Drives channel expansion and executes a structured territory coverage plan by onboarding, enabling, and activating partners to ensure effective market reach, customer coverage, and sustained growth for A3 devices, solutions, and MPS.
• Develop and execute channel-focused account and partner business plans to grow A3 device, solutions, and print services revenue through sell-through models.
• Build strong, trusted relationships with key channel partners, positioning self as a trusted advisor for HP solutions and print services.
• Enable, coach, and train channel partners on HP A3 devices, solutions, services, and value propositions, including positioning of partner-owned and HP-supported MPS offerings.
• Drive consultative, solution-led selling through partners by helping them understand customer print environments, business challenges, and workflow requirements.
• Support partners in identifying, qualifying, and advancing A3 hardware, solutions, and MPS opportunities within their customer base.
• Collaborate with internal sales, pre-sales, services, and category teams to build partner solution capability and align HP offerings to customer needs.
• Lead and support joint sales engagements, including customer meetings, solution presentations, proposals, and deal negotiations alongside partners.
• Guide partners on pricing, margin structures, deal dynamics, and contract renewals to ensure sustainable and profitable growth.
• Build, manage, and review channel pipeline health, ensuring strong opportunity coverage and accurate forecasting across key partners.
• Provide structured feedback from partners and customers to internal teams to improve go-to-market execution, partner programs, solutions, and services.
• Prepare regular partner business reviews, enablement updates, and performance dashboards for internal and partner stakeholders.
• Identify opportunities to improve partner-led sales motions, enablement approaches, and MPS adoption, contributing to channel best practices.

Education & Experience Recommended

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or a related discipline, or equivalent practical experience.
• Typically 10+ years of experience in Channel sales, with strong exposure to channel-led selling, partner management, and indirect sales models.
• Proven experience in A3 device sales, solution selling, and print services / MPS, preferably through or with channel partners.

Preferred Certifications

• Channel Sales, Managed Print Services (MPS), Print Solutions, or related sales/technology certifications – preferred but not mandatory.

Knowledge & Skills

• Channel Sales & Partner Management
• A3 Devices & Print Solutions
• Managed Print Services (MPS)
• Partner Enablement & Sales Training
• Solution & Consultative Selling
• Account & Partner Business Planning
• B2B Sales Models
• Pipeline & Forecast Management
• Cross-Sell & Upsell via Partners
• Pricing & Margin Management
• Customer Relationship Management (CRM)
• Sales Strategy & Sales Process
• Territory & Partner Coverage Management
• Salesforce
• Value Proposition & ROI Articulation

Cross-Organizational Skills

• Effective Communication (Partner & Internal)
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer & Partner Centricity

Impact & Scope

• Impacts multiple internal and partner teams and acts as a key influencer in partner capability development, solution adoption, and MPS growth.
• Plays a critical role in shaping partner-led customer outcomes across hardware, solutions, and services.

Complexity

Addresses moderately complex sales and partner scenarios involving A3 devices, solutions, and managed print services within defined channel frameworks.

Disclaimer

This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.

Job

Sales

Schedule

Full time

Shift

No shift premium (India)

Travel

Relocation

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"