Senior Channel Sales Manager

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.
• 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.

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.
 

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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"