Applies developed subject matter knowledge to solve common and complex business issues within established guidelines and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment within generally defined policies and practices to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

■業務内容

・HPのパートナー様の担当営業として、お客様のビジネスの成功と拡大に貢献していただきます。

■求める経験とスキル

・法人営業経験5年以上。

・最低限のITリテラシー。

■このような方を歓迎します！

・フットワークが軽く、何事にも前向きに取り組み、プロアクティブな方。

・コミュニケーション能力が高い方。

・行動力のある方。

・チームとの協調性をもって取り組んでいただける方。

・多くの関係者との折衝、コミュニケーションを苦としない方。

・指示を待つのではなく、主体的に動くことができる方。

・チャレンジ精神旺盛な方。

・高い当事者意識、強い意志を持って物事に取り組む姿勢（責任感）をお持ちの方。

・優先順位を判断しながら、「求められる成果」を出すために、やり抜く力をお持ちの方。

・周囲からの信頼を獲得し、組織として高い成果を出そうとする姿勢をお持ちの方。

・ロジカルに物事を考えて、対外的に説明できる方。

・急な計画変更などにおいても、柔軟に行動していける方。

※基本は、リモートワークでの勤務スタイルとなりますが、必要に応じてパートナー様やお客様先に訪問していただくこともございます。

Responsibilities:

• Serves as the expert to the partner for complex information regarding product, services, and software transitions, promotions, and configurations.
• Educates and updates partners on new HP technologies or solutions. May be brought in by partners to sell HP brand to end customers.
• Establishes and maintains account plans to promote sales growth.
• Achieves assigned quota for HP products, services, and software.
• Transactional and relationship selling working within a team of selling professionals.
• Creates, fills-in and manages HP funnel for deals with partners and transforms potential leads into joint sales activities.
• Establishes relationship with partner at all organization levels including senior executives.
• Ensures partners are compliant with legal and SBC practices.
• May drive SOW growth with distributors who are managing small partners on behalf of HP.
• May recruit and develop business relationship with new partners.

Education and Experience Required:

• University or Bachelor's degree preferred.
• Typically 5-8 years of selling experience at end-user account or partner level.
• Solid experience in selling to partners in a complex environment.

Knowledge and Skills:

• Solid understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning.
• Solid 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.
• Solid understanding of many 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 decision makers; and promoting HP programs and offerings.
• Develops account plans with partner to grow HP's share of the business.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Ability to motivate partner's sales force.
• Solid understanding of pipeline management discipline and ability to explain benefits to partners.

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