Develops and nurtures a strategic/mutually beneficial relationship with HCL to drive additional revenue with joint sales efforts. Influences large account sales teams to partner for near-term revenue growth, while at the same time, develop joint relationships, initiatives and programs for long-term sustained account success.
Requirements
- University or Bachelor's degree.
- Typically 8+ years of selling experience at end-user account or partner level.
- Experience selling to partners/customers in a complex environment.
- Knowledge and Skills: consultative presence in partner to identify opportunities, actively and proactively manages the partner to protect & grow company's business, aggressively shapes offers in pursuit of new business and/or portfolio enhancement, leadership skills to manage partner's sales force, forecasting, planning and reporting skills in relation to partner/alliance deals, thorough understanding of the IT industry, competing vendors, and the channel, dimensions include competitive positioning and business models, thorough understanding of the company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model, thorough understanding of the company's products, software, and services. Able to communicate the strengths of the company's offerings relative to competition, and overcome objections.
- Effectively sells the company's offerings by building strategic relationships with partner decision makers; aligning partner and company processes; and promoting company programs and offerings.
- Develops strategic plans with the partner to grow the size of the business and the company's share.
- Partners effectively with others in the account to ensure coordinated efficient account management.
- Ability to motivate partner's sales force.
- Coordinates and directs efforts across the company's sales teams.
- Additional Skills: Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity
Benefits
- Health & Wellbeing
- Personal & Professional Development
- Unconditional Inclusion
