Partner Business Manager (PBM) - HP Poly, Hosted Service Providers

Partner Business Manager (PBM) – HP Poly, Hosted Service Providers

Job Summary

The Partner Business Manager (PBM) role within the HP Poly Hosted Service Provider (HSP) team is responsible for driving growth of HP Poly telephony solutions with UCaaS and CCaaS service provider partners in the Western United States.

This role owns the execution of partner enablement, go-to-market planning, MDF investment strategy, forecasting, and ongoing partner business management. The PBM serves as the primary liaison between HP Poly and assigned partners, ensuring alignment across executive leadership, sales, marketing, and technical stakeholders to deliver measurable business results.

Key Responsibilities

Partner Enablement & Training

• Train and enable partners on HP Poly telephony solutions, programs, tools, and processes.
• Deliver live and virtual partner trainings, presentations, and solution evangelism sessions.
• Project manage partner technical certifications, demo/sample delivery, and certification progress related to new product introductions.
• Support partner onboarding and ongoing enablement through HP Partner Portal and HP University.

Go-To-Market Execution & MDF Management

• Plan, execute, and manage Marketing Development Funds (MDF) programs to drive revenue growth and pipeline creation.
• Design and support partner marketing activities, demand-generation campaigns, events, and vendor showcases.
• Track MDF utilization and performance to ensure strong return on investment (ROI).

Strategic Partner Management

• Lead strategic business planning and Quarterly Business Reviews (QBRs) with partner stakeholders.
• Align HP Poly and partner executive teams around joint go-to-market strategy and business objectives.
• Act as a partner advocate and liaison, assisting partners in navigating HP systems, tools, and internal processes.

Forecasting, Goals & Business Operations

• Deliver accurate and timely forecasting across assigned partners.
• Create, manage, and execute quarterly SMART goals aligned to key business objectives.
• Use spreadsheets and analytics tools to manage partner performance, pipeline, MDF investment, and territory health.
• Maintain consistent operational discipline across reporting, forecasting, and execution.

Tools, Technology & Continuous Learning

• Actively use artificial intelligence (AI) tools to improve efficiency, accuracy, and scalability of day-to-day work.
• Utilize Microsoft Dynamics (including sequencing) to scale partner engagement and outreach.
• Use ZoomInfo and similar platforms to assess, qualify, and segment partner capabilities.
• Complete required annual sales certifications and ongoing training through HP University.

Required Qualifications

• Bachelor's degree or equivalent practical experience.
• 5+ years of experience in channel sales, partner management, or business development.
• Experience working with UCaaS, CCaaS, telecom, or technology service providers.
• Demonstrated experience in partner enablement, forecasting, and QBR execution.
• Strong analytical skills, including advanced use of spreadsheets and reporting tools.
• Ability and willingness to travel up to 50%.

Preferred Qualifications

• Experience supporting Hosted Service Providers (HSPs).
• Background in telephony or voice solutions within cloud or hosted environments.
• Experience managing MDF programs and partner marketing initiatives.
• Strong presentation, facilitation, and project management skills.
• Familiarity with CRM, sequencing tools, and data enrichment platforms.

Key Competencies

• Partner relationship management
• Strategic planning and execution
• Data-driven decision making
• Cross-functional collaboration
• Strong communication and presentation skills
• Operational rigor and accountability

The on-target earnings (OTE) range for this role is $121,750 to $174,555 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)

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.

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"