Channel Retail Sales Specialist

Job Description:

The Retail Channel Sales Rep will recruit incremental new Retail Solution partners and develop existing partners for HP. Engaged in developing new partner business you will define and implement sales strategies and plans that will outperform quota and deliver net profit. The role is a quota\results driven position which will assist in the growth of HP in the Retail Solutions segment.

You will join a dedicated team of Sales Management Professionals focused on selling and driving the success of HP's Retail Solutions (POS, Digital Signage, Store Mobility and Kiosk) within the US. You will play a key role in leading the selected US region to identify, qualify, on-board, and develops key retail channel partners.

Candidates for the Retail Solutions: Channel Sales Rep will have demonstrated experience in field selling to both partners and end users; developing & expanding partner relationships; creating & executing territory coverage business plans; and strong business acumen skills developed through executive relationships and interaction. Knowledge of the channel partnership and engagement model is important to further HP relationships and better enable partners to sell HP solutions. Additionally, this candidate will have demonstrated performance to consistently meet and exceed their quota objectives.

The Retail Solutions: Channel Sales Rep acts as a lead for acquiring net new partner relationships that represent substantial revenue potential to HP. This role will develop and manage investments to further those relationships and drive higher share of wallet with targeted partners. A strong knowledge of HP's Retail solution products, understanding competitor's products, partner economics, knowledge of the IT industry and current trends, being able to communicate effectively with varied audiences including partner executives and the ability to close business with partners is required.

Responsibilities include:

• Achieve revenue target for the Retail Channel sales team.

• Sell HP Retail Solutions to strategic partner.

• Recruit and develop strategic retail solution partners.

• Develop and execute tactical and strategic sales plans for their respective sales region.

• Create and manage sales funnel and forecast.

• Capture and share win/loss competitive experiences.

• Utilize HP retail and executive management team to support sales team activities.

• Be a retail subject matter expert beyond basic platform knowledge.

• Provides recommendations, direction and guidance on process improvements to the HP division.

• Work with sales team on partners of significant dollar and strategic value.

• Interfaces at all levels of the partner community.

• Significant percentage of time spent directly with the partners.

• Involvement with end customers of appropriate size via the partner.

Attributes:

Applies advanced subject matter knowledge to complex business issues, and is regarded as a subject matter expert in Retail Solutions. Frequently contributes to the development of new ideas and methods. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving sales objectives. Leads and/or provides expertise to our End User sales teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies.

• strong organizational skills, detail oriented

• works on problems/projects of diverse complexity and scope

• exercises significant independent judgment to achieve objectives

• ability to stay focused on goals and objectives

• deep technical and ROI/TCO knowledge of product offerings

• willingness to travel - 75% / assigned territory

• ability to operate with minimal tactical direction

• self-motivated, competitive and goal oriented

• high energy drive to close business and exceed assigned sales goals

• strong presentation, sales, negotiation and influencing skills

• organized and has track record of working effectively on a team

• highly effective at qualifying sales opportunities and time management

Required Experience

• Deep experience with selling to and developing channel partners in the retail segment.

• Direct related work results in Retail Solutions; including demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.

• Must have extensive sales experience selling Retail Solutions in complex environments.

• Must have successful history of building and managing a large territory of Retail Partners and drive mutually rewarding business outcomes.

• Detailed knowledge of key partners types or customers on given solution.

• Typically 3-5 years of experience as referenced above.

Qualifications

Your profile

Lead a channel sales region to maximize sales of HP's Retail Solution products for the US commercial and public sector customers.

• Develop and expand key customer relationships.

• Team with other Personal Systems Group, Enterprise and Channel sales managers to achieve goals.

• Develop and implement written region business plans to optimize retail solution sales in assigned territory while managing expenses.

• Review plan performance measures quarterly.

• Achieve appropriate sales growth to maintain district performance of 100% of quota or greater.

• Evaluate, review and counsel each employee on their performance as required to manage their development; complete performance reviews and performance plans on time.

• Recruit, interview, and hire employees to meet the needs of the district.

• Provide timely reporting, forecasting, and recommendations to management.

• Manages and provides monthly updates to manager on funnel, forecast, key wins and team accomplishments.

• Participate as a key member of the regional staff to achieve all targeted revenue and profit goal for the organization.

• Take an active role in assuring customer satisfaction.

• Bachelor's (undergraduate) degree in business or Master's (graduate) degree in Business Administration (MBA) or relevant experience.

• Sound knowledge of Retail Solution sales and Channel Sales Management/Development.

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

Responsibilities:

• Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.

• Maintain knowledge of competitors in account to strategically position HP's products and services better.

• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.

• Provide support to Account managers and provide input regarding business development and solution expertise.

• Development of quota objectives and future direction for defined product category.

• Some specialists also responsible for selling outsourcing deals.

• Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.

• May invest time working with and leveraging external partners to deliver sale.

• For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher- total contract-value renewals.

• Directs or coordinates supporting sales activities.

Education and Experience Required:

• University or Bachelor's degree directly related previous work experience.

• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.

• Extensive selling experience within industry and on similar products.

• Typically 8-12 years of advanced sales experience.

• Project management skills required.

• 2-3 years of product sales in the desired specialty.

Knowledge and Skills:

• Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.

• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.

• Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.

• Understands the role of IT within area of specialization and how HP's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.

• Account planning and accurate account revenue forecasting skills.

• Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.

• Cultivates & maintains positive relationships with customers to ensure account retention & growth, and position HP as the preferred vendor for meeting all business needs

• Excellent project management skills.

• Establishes a professional working relationship, up to the executive level, with the client.

• Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.

• Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.

• Deep knowledge of products, solution or service offerings as well as competitor's offerings.

• Understands how to leverage HP's portfolio and change the playing field on our competitors.

• Utilizes Siebel as an expert and accurately forecasts business.

• Understands and sells high value software solutions.

• Understands selling of services sales.

• Leverages services as part of strategic product sales.

• Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.

• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

Salary:

The on-target earnings (OTE) range for this role is $180,500 to $220,000 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:

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

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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.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.