Peripheral Account Manager

What a Peripheral Account Manager does at HP: • Serves as the expert to the partner for more advanced information regarding product, services, and software transitions, promotions, and configurations. • Supports sales by analysing opportunities and communicating sales collateral within their area of focus. • May be brought in by partner to sell HP brand to end customers. • Achieves assigned quota for HP assigned products, services, and software • Transactional selling working within a team of selling professionals. • Influences partners to create and maintain their HP funnel. • Influences partner business manager and/or end user sales teams on partners' capabilities and merits. • Ensures partners are compliant with legal and practices.

Individuals who do well in this role at HP, usually possess: • University or bachelor’s degree preferred. • Typically, 3-5 years of selling experience at end user account or partner level. • Experience developing positive relationships and solving customer problems. • Understanding of the IT industry, competing vendors, and the channel, including competitive positioning • Understanding of HP's organization & operations, including key business rules, partner segmentation, key programs & initiatives, structure. • Understanding of a select set of HP's products, software, and services. Able to communicate the strengths of HP's offerings and overcome objections. • Effectively sells HP offerings by building strategic relationships with partner contacts; and promoting HP programs and offerings. • Develops account plans with partner to grow HP's share of the business. • Partners effectively with others to ensure coordinated, efficient account management. • Understanding of pipeline management basics and ability to explain benefits to partners.