Sales Manager II Channel Managed Print

HP; Illinois; On-site; USD 215,000 - 339,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

Disability insurance

Employee assistance program

Flexible spending account

Life insurance

Paid time off

Job summary

HP is seeking a senior leader to oversee a team of partner sales managers and representatives, driving the end-to-end partner lifecycle and revenue growth. You will develop partnership strategies, recruit strategic partners, and align initiatives with HP’s business goals.

In this role, you will manage budgets, mitigate risks, and lead complex contract negotiations while collaborating across HP to expand the CMPS partner network and achieve ambitious targets.

Qualifications

• 10+ years in sales leadership or management, preferably in enterprise solutions
• Experience with partner ecosystems and channel sales
• Strong background in contract negotiations and revenue growth

Responsibilities

• Manages and leads a team of partner sales managers and reps, guiding success of the partner sales program.
• Oversees the full partner lifecycle from onboarding to performance evaluation to ensure effective representation of the organization’s products/services.
• Develops and refines the partnership strategy, identifies new opportunities, and expands the partner network.
• Provides strategic direction and aligns partner initiatives with overall business revenue goals.
• Collaborates across HP organizations to drive mutually beneficial sales with partners.
• Recruit and onboard new partners; expand CMPS partner network.
• Builds and expands contractual business and revenue streams with existing and new partners to drive growth.
• Sets ambitious revenue targets and tracks progress with internal teams to achieve targets.
• Manages the partner sales budget, allocating resources to maximize ROI.
• Identifies risks and develops proactive mitigation plans; leads complex contract negotiations.

Skills

Team leadership

Strategic Planning

Partner management

Sales strategy

Budget management

Negotiation

Go-to-Market

KPIs

Cross-functional collaboration

Education

Bachelor's degree

Job description

• This role is responsible for overseeing and leading a team of partner sales managers and representatives while managing the entire partner lifecycle. The role develops partnership strategies, sets revenue targets, and recruits strategic partners in alignment with the overall business goals. The role manages budget, mitigates risks, and leads complex contract negotiations.

Description

Job Summary

• This role is responsible for overseeing and leading a team of partner sales managers and representatives while managing the entire partner lifecycle. The role develops partnership strategies, sets revenue targets, and recruits strategic partners in alignment with the overall business goals. The role manages budget, mitigates risks, and leads complex contract negotiations.

Responsibilities

• Manages and leads a team of partner sales managers and representatives, providing guidance, coaching, and support to ensure the success of individual teams and overall partner sales efforts.
• Oversees the entire partner lifecycle, from onboarding and training to ongoing support and performance evaluation, to ensure partners are effectively representing the organization’s products/services.
• Develops and refines the organization’s partnership strategy, including identifying new partnership opportunities, market expansion, and optimizing the partner network.
• Provides strategic direction and leadership to the partner sales team, aligning partner initiatives with the overall business strategy and revenue goals of the organization.
• Works collaboratively across multiple organizations internally at HP to drive mutually beneficial sales.
• Recruit and onboard new partners and expand CMPS partner network
• Build and expand new and existing contractual business and revenue streams with existing CMPS partners as well as new partners to drive incremental sales and Y/Y organizational growth.
• Sets ambitious revenue targets and closely monitor progress, working with internal teams to develop strategies to achieve or exceed those targets.
• Manages the budget for partner sales activities, allocating resources effectively to support partner initiatives and maximize ROI.
• Identifies and mitigates risks associated with partner relationships, developing proactive plans to address potential challenges.
• Leads complex contract negotiations with key partners, ensuring that agreements are favorable to the organization and aligned with strategic objectives.
• Stays informed about market trends, competitor activities, and emerging opportunities, and use this information to adapt partner strategies and make informed decisions.

Education & Experience Recommended

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
• Typically has 10+ years of job-related experience or 8-10 years of management experience, preferably in sales, business management, project management, or a related field.
• Managed Print or Copier Industry (BTA) experience preferred

Preferred Certifications

NA

Knowledge & Skills

• Account Management
• Business Development
• Business Planning
• Business To Business
• Channel Sales
• Customer Relationship Management
• Finance
• Go-to-Market Strategy
• Key Performance Indicators (KPIs)
• Marketing
• Partner Relationship Management
• Product Management
• Revenue Growth
• Sales Process
• Sales Prospecting
• Selling Techniques
• Strategic Alliance
• Strategic Partnership
• Thought Leadership
• Value Propositions

Cross-Org Skills

• Customer Centricity
• Prioritization
• Resilience
• Team Management
• Strategic Thinking

Impact & Scope

• Impacts large functions and leads projects requiring knowledge of multiple disciplines or areas of HP.

Complexity

• Uses managerial concepts and company objectives to resolve highly complex issues in creative and effective ways. May achieve goals through subordinate supervisors.

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.

The on-target earnings (OTE) range for this role is $215,000 to $338,850 USD annually with a 60%/40% (salary/incentive) mix. There are additional opportunities for pay in the form of bonuses and/or equity (applies to United States of America candidates only). Pay varies by work location, job-related knowledge, skills, and experience.

Benefits

knowledge, skills, and experience.

HP offers a comprehensive benefits package for this position, including:

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including;
• 4-12 weeks fully paid parental leave based on tenure
• 13 paid holidays
• Additional flexible paid vacation and sick leave (US benefits overview

[https://hpbenefits.ce.alight.com/]

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

Job

Sales

Schedule

Full time

Shift

No shift premium (United States of America)

Travel

50%

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"