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Distribution Business Manager
2 weeks ago
**Who we are?**
HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company and one of the Fortune 100 Best Companies to Work For list in 2024, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents.
**What can we do together?**
We are looking for a **Distribution Business Manager**(f/m) to join our team in Johannesburg.
As a Distribution Business Manager, you will be in charge for the complete end to end sales process of HP (Print, PC and peripherals, and SW solutions) for a select group of distributors in the Southern and Central Africa (SCA) region.
**_ Responsibilities_**
- Provides a point of contact to be and represent the voice and brand in the Southern African distribution space.
- Serves as the expert to the partner/distributor for a wide range of extremely complex information regarding product, services, and software transitions, promotions, and configurations.
- Integrates HP offerings to become a key part of the partner's business and solutions; May be brought in by partner to sell HP brand to end customers.
- Establishes and maintains account plans to promote sales growth.
- Leverages partner solution stacks, partner intellectual property, and other capabilities (off-shore/near shore, etc.) to broaden the HP footprint in targeted industries and/or customers.
- Achieves assigned quota for HP products, services and software.
- Transactional and relationship selling working within, and directing, a team of selling professionals.
- Grow HP business overall and HP's share of business by developing deep strategic relationships with partners.
- Creates, fills-in and manages HP funnel for deals with partners and transforms potential leads into joint sales activities.
- Actively engages HP resources and senior executives to build strategic relationships with the partner which ensures long
- term business opportunities for HP.
- Provides the business rationale and risk assessment for making HP investments in the partner.
- Works with largest partners accounts with a high strategic value or high risk to HP.
- Ensures that partners are compliant with legal and SBC practices.
- May drive SOW growth with distributors who are managing partners on behalf of HP.
- May recruit and develop business relationship with new partners.
**Who you are?**
- University or Bachelor's degree; advanced degree or MBA preferred.
- Typically 12+ years or more of selling experience at end-user account or partner level.
- A business leader with strong C level exec presence and the ability to navigate through long term strategic discussion on executing a multinational strategy.
- Senior advocate for understanding and implementing channel programs with proficiency in supply and demand mechanisms.
- Experience as successful account/business manager, selling to CxO and decision-maker level.
- Deep understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
- Deep understanding of HP's organization & operations, including key business rules, and alignment with HP GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
- Deep understanding of HP's products, software, and services. Able to communicate the strengths of HP's offerings relative to competition, and overcome objections.
- Effectively sells HP offerings by building strategic relationships with partner senior management, principles and decision makers; aligning partner and HP processes; and promoting HP programs and offerings.
- Develops strategic plans with the partner to grow the size of the business and HP's share.
- Partners effectively with others in the account to ensure coordinated efficient account management.
- Ability to motivate partner's sales force.
- Coordinates and directs efforts across HP sales teams.
- Deep understanding of pipeline management discipline and ability to explain benefits to partners/sales teams.
**#LI-POST
