Business Development Representative

The HP LF DM BDR is an IT VAR RTM (route to market) reseller focused on driving & executing incremental/run rate revenue & growing market share for HP, focused on PL30/PLK2/PLUK product lines in the IT VAR RTM uncovered/unmanaged resellers by HP Large Format PBM’s. BDR should have prior experience and success in reseller partner management and selling activities. Sales Roles and Responsibilities BDR will not be a traveling role, but at the discretion of DM is necessary and needed BDR will have focused sales efforts on the IT VAR RTM of uncovered/unmanaged resellers not managed by HP PBMs Primary responsibility focused on PL30/PLK2/PLUK BDR will work to have all IT VAR resellers set up with account coverage and credit lines and all sales enablement needs at DM Database of IT VAR resellers to be managed by BDR and shared with HP and DM for ongoing sales and marketing touch points including account name, key contacts, titles, phone and email data BDR will manage and update the weekly sales funnel as standard cadence for all HP PL30/PLK2 opportunities and attend weekly meetings with HP LF North America Distribution Manager, PLUK not required by HP Account Mgt – calls on established IT VAR/VPA resellers to find growth opportunities and manage existing HP LF business Works collaboratively with HP LF North America Distribution Manager on all sales and account management needs BDR will create and manage an annual HP LF/DM business plan and update each HP FY half for IT VAR/VPA RTM BDR will attend HP LF QBR’s and present quarterly metrics, dashboard, and results, and needs for IT VAR/VPA RTM Marketing Roles and Responsibilities BDR will be an expert on all HP LF PL30 products, programs, promotions, and solutions, working with DM category manager and marketing teams to drive market activity and business through the DM sales organization BDR will not spend time on non-HP manufacturers and offerings, and ensure that information is managed as HP Confidential Program Expertise – Full knowledge of all HP LF programs targeted at IT VAR RTMs Promotion Communication – communicates monthly promotions (IRs, SPIFs, CITU, etc.) to IT VAR RTM and effectively uses promotions to close business by month end and compliments and enhances IT VAR DM HP LF newsletter and other vehicles in place Trains and communicates all NPI and EOL activity with DM ISRs and IT VAR/VPA resellers with support of HP LF team Proactively works with DM category and procurement on demand/forecast signals to ensure on-hand and future stocking orders Metrics Review every HP FY half focused on performance and effectiveness of the role, and review changes to the role to drive success BDR will attend weekly HP LF/DM update calls and the monthly accurate funnel to track progress DM will assign monthly revenue goals and market share goals based on growing PL30, PLK2, PLUK Daily sales-focused activity and touch points to resellers with extended DM ISR training and touch points in collaboration with HP team Dashboard and metrics to also include below: YoY and QoQ revenue/share growth by PL are key metrics IT VAR sales % of total LF sales for PL30 targeted at 20% at DM minimum IT VAR sales % of total LF sales for PLUK targeted at 20% at DM minimum % of channel covered – minimum ~250 non-LF specialists/IT VAR resellers Net new HP business to HP and DM within the last 2 years captured and tracked #J-18808-Ljbffr Distribution Management