Job Description
Channel Programs Lead
Description -
Job Summary
- This role is responsible for developing account strategy in collaboration with other sales teams. The role leads a team of account managers while mentoring them on selling techniques and ensuring all performance metrics and KPIs are met.
Responsibilities
- Coordinates account plans for strategic commercial accounts with full ownership, focusing on high-value deals, portfolio management, and selling the organization’s offerings.
- Demonstrates unique expertise in identifying and analyzing customer requirements, mapping them with the organization’s capabilities, and making choices regarding relevant direct/indirect supply chain options.
- Develops and executes sales strategies and territory account plans to achieve significant revenue growth, outperform competitors, and aggressively expand the organization's market share.
- Builds and maintains professional relationships with clients, including executive-level stakeholders, gains an understanding of their unique business needs, and customizes the organization's solutions accordingly.
- Engages with strategic partners to improve win rates on selective deals, while consistently achieving and exceeding quarterly, half-yearly, and yearly sales quotas.
- Leads high-stakes contract negotiations, overseeing contract terms and renewals with existing clients, ensuring adherence to the organization’s policies and procedures.
- Conducts regular and impactful business reviews with clients to assess their satisfaction, gather critical feedback, and proactively identify areas for improvement, driving the organization's success through exceptional client-centricity.
- Conducts comprehensive competitive analysis, closely monitoring and evaluating competitors’ activities to develop and implement strategies to differentiate the organization's offerings.
- Monitors and analyzes sales performance metrics, identifying areas for improvement and implementing corrective actions to drive continuous growth.
- Collaborates with finance and operations teams, ensuring the utmost accuracy and timeliness in billing, invoicing, and the seamless delivery of products and services to clients.
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 work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field.
Preferred Certifications
- Certified Technology Sales Professional (CTSP)
Knowledge & Skills
- Business Development
- Business To Business
- Cash Handling
- Cash Register
- Cold Calling
- Conflict Resolution
- Customer Relationship Management
- Inside Sales
- Marketing
- Merchandising
- Outside Sales
- Product Knowledge
- Sales Development
- Sales Management
- Sales Process
- Sales Prospecting
- Sales Territory Management
- Salesforce
- Selling Techniques
- Upselling
Cross-Org Skills
- Effective Communication
- Results Orientation
- Learning Agility
- Digital Fluency
- Customer Centricity
Impact & Scope
- Impacts large functions and leads large, cross-division functional teams or projects.
Complexity
- Provides highly innovative solutions to complex problems within established policy.
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.
Job -
Sales
Schedule -
Full time
Shift -
No shift premium (Chile)
Travel -
25%
Relocation -
No
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"
