Channel Rooms Solutions Business Development Manager

We are looking for a Channel Rooms Solutions Business Development Manager to join our team to drive a transformational change in the reseller channel. Our aim is to develop partners so that they can provide a consolidated rooms solutions experience for their customers.

The candidate, who has both strong sales and business management skills, with experience in AV technologies along with services and contractual space, would be based in a global organization, but responsible for a set of partners / countries. The role includes understanding, driving and achieving / over-achieving sales targets and, as part of the country sales organizations, the execution of centrally designed initiatives, utilizing global tools to promote local channel business, as well as analyzing market environment and challenges, and consolidating local requests and help needed. Responsibility also includes establishing the right business governance with the partner landscape, managing the current channel activities, and recruiting new partners. Scope of the role is Rooms Solutions portfolio, USB/Single Codec devices & services under the Video segment. This role is ideal for people who want to be part of the emerging HP business area for the future and drive its growth and development. Partner enablers to help grow sales and delivery of HP-Poly Services & Product (including value proposition, program, tools, dashboards, incentives)

Responsibilities:

• Partner enablement: value proposition, collaterals, trainings
• Partner selection, segmentation, adoption, certification
• Services channel programs deployment
• Partner Services joint business plan for top partners
• PBM education on channel tools, programs, growth initiatives
• Business dashboards and analysis
• Linkage to technical support resources
• Limited to no involvement in end-user sales or partner account management

Key performance metrics:

• Number of rooms units sold
• Services p-rate
• Sell-thru, services mix
• Growth initiatives performance
• Number of partners selling Services
• Channel program partner participation
• Partner share of business
• Engagement with other teams
• Day to day Partner engagement together with Market Channel Sales team
• Feedback on products, pricing, value proposition, sales enablement, and growth initiatives to GCWS and GBU
• 4P planning: channel incentives development with Services Categories

Key required experience / attributes:

• AV previous experience in any of the top manufactures
• Services sales background
• Partner management experience
• Good mix of analytical and action-oriented mindset
• Good communication skills within Market and on global level

Complexity

• Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors.

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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