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Client:
Webhelp
Location:
Barcelona, Spain
Job Category:
Other
EU work permit required:
Yes
Job Reference:
273720654205393305632460
Job Views:
1
Posted:
31.03.2025
Expiry Date:
15.05.2025
Job Description:
The IPBM provides specific business and technical enablement to drive brands. He/she develops the partner capability and knowledge required to sell the brand and to grow share of the partner's business. The IPBM trains the partner sales force on BU-specific product sales strategies and works closely with BU marketing and Inside Sales Representatives to drive and close partner lead generation.
Responsibilities:
* Manage partner forecasting/partners performance by tracking tools.
* Responsible for partner pipeline management, detecting new opportunities, and driving successful and profitable closure of deal rate.
* Responsible for a portfolio of partners and to develop their HP business sell out, growth, and margin based on the HP Strategy.
* Understand partner market and competition (through tools and reports made available from HP as well as reviews with reseller). Evaluate reseller interest in BU solutions.
* Define resellers target of BU Share of wallet, growth rate, program qualification/certification, identify gaps and define actions to close gaps. Grow BU with partner through joint planning.
* Educate partner sales force on BU products and solutions. Drive HP Value Proposition & Key Selling Points of our solutions and articulate HP benefits against competitors.
* Create partner loyalty and drive partner competencies and certification in BU products. Ensure partners are meeting BU Partner Program Requirements (Technical/Sales certification, revenue threshold).
* Ensure partners are taking advantage of promotions, events & programs.
* Communicate events, webinars, and webcast information and ease registration.
* Work together with partner to drive revenue for BU via campaigns, opportunity identification (and closure) and other methods.
* Detect and provide transparency of qualified opportunities and take actions to close them with partner & support partners to close big deals when necessary.
* Drive Attach rates with resellers.
* Orchestrate different available internal resources to support partner (for example, pre-sales, marketing, specialists etc.) to drive joint revenues and use success-leveraging methods to support sales (e.g., technical demonstrations, proof of concept, future proofing in case of strategic products, customer testimonials, technical site visits).
* Evangelize the usage of HP Smart Tools (online HP tools accessible from Smart Portal). Support with deal administration in certain situations where critical.
* May have deal pricing delegation rights and be expected to demonstrate required skills to utilize effectively.
* Work closely with telemarketing, end user sales teams, and other key resources providing sales coverage to country to maximize revenue and customer/partner satisfaction.
* Manage incentives through available elements.
* Aggressively review account activities in pursuit of new business/upselling opportunities.
* Monitor execution of partner marketing plan, investment, and co-marketing activities review and proposal, monitor ROI.
* Co-develop partner business plans, provide guidance on HP certification training.
* Upgrade identified partners to higher Partner Program level (i.e. Silver to Gold status).
* Hunt & Recruit new partners when relevant to BU requirements.
* May attend country partner events for meeting key partners.
What we offer:
* 39 hours/week
* Regular schedule: 09:00 - 18:00, Monday to Friday.
* Salary: 28,000 euros gross/year + up to 6,000 euros gross/year
* Private medical insurance
* Attractive work environment
* Opportunity to be a part of an international and multinational company
* Real opportunity to grow within the company
* Fully paid training
* Start date: Immediate
* Holidays: 23 working days of paid annual leave (generated on the basis of the calendar year and in proportion to time worked)
Requirements:
* Native level of speaker of Dutch and fluent English
* Two years of related technical sales experience preferred
* Experience in working in Channel environment, knowledge of partners and distributors is a plus
* Familiar with channel programs
* Excellent negotiation management and strong communication skills (verbal & written) including excellent telephone and presentation skills
* Work toward goal achievement using negotiation, teamwork/collaboration, motivation and time/work prioritize
* Ability to demonstrate innovation and good judgment/problem-solving skills when making decisions
* Ability to establish an individual course of action to accomplish goals while using appropriate
* Familiar with sales CRMs and Microsoft Office
* The period of holiday entitlement is fixed by mutual agreement between the company and the employee.
RRQ23-000732-1-NETHERLANDS
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