Channel Retail Sales Specialist

Job Description

The Retail Channel Sales Rep will recruit incremental new Retail Solution partners and develop existing partners for HP. Engaged in developing new partner business you will define and implement sales strategies and plans that will outperform quota and deliver net profit. The role is a quota results driven position which will assist in the growth of HP in the Retail Solutions segment.

You will join a dedicated team of Sales Management Professionals focused on selling and driving the success of HP's Retail Solutions (POS, Digital Signage, Store Mobility and Kiosk) within the US. You will play a key role in leading the selected US region to identify, qualify, on‑board, and develop key retail channel partners.

Candidates for the Retail Solutions Channel Sales Rep will have demonstrated experience in field selling to both partners and end users; developing and expanding partner relationships; creating and executing territory coverage business plans; and strong business acumen skills developed through executive relationships and interaction. Knowledge of the channel partnership and engagement model is important to further HP relationships and better enable partners to sell HP solutions.

Additionally, this candidate will have demonstrated performance to consistently meet and exceed their quota objectives.

The Retail Solutions Channel Sales Rep acts as a lead for acquiring net new partner relationships that represent substantial revenue potential to HP. This role will develop and manage investments to further those relationships and drive higher share of wallet with targeted partners. A strong knowledge of HP’s Retail solution products, understanding of competitors’ products, partner economics, knowledge of the IT industry and current trends, ability to communicate effectively with varied audiences including partner executives, and the ability to close business with partners is required.

• Achieve revenue target for the Retail Channel sales team.
• Sell HP Retail Solutions to strategic partners.
• Recruit and develop strategic retail solution partners.
• Develop and execute tactical and strategic sales plans for each sales region.
• Create and manage sales funnel and forecast.
• Capture and share win/loss competitive experiences.
• Utilize HP retail and executive management team to support sales team activities.
• Be a retail subject matter expert beyond basic platform knowledge.
• Provide recommendations, direction and guidance on process improvements to the HP division.
• Work with sales team on partners of significant dollar and strategic value.
• Interface at all levels of the partner community.
• Spend a significant percentage of time directly with the partners.
• Involve with end customers of appropriate size via the partner.

• Strong organizational skills, detail oriented.
• Works on problems/projects of diverse complexity and scope.
• Exercises significant independent judgment to achieve objectives.
• Ability to stay focused on goals and objectives.
• Deep technical and ROI/TCO knowledge of product offerings.
• Willingness to travel – 75% of time in assigned territory.
• Ability to operate with minimal tactical direction.
• Self‑motivated, competitive and goal oriented.
• High energy drive to close business and exceed assigned sales goals.
• Strong presentation, sales, negotiation and influencing skills.
• Organized and has a track record of working effectively on a team.
• Highly effective at qualifying sales opportunities and time management.

• Deep experience with selling to and developing channel partners in the retail segment.
• Direct related work results in Retail Solutions; including demonstrated achievement of progressively higher quota, diversity of business customers, and higher level customer interface.
• Extensive sales experience selling Retail Solutions in complex environments.
• Successful history of building and managing a large territory of Retail Partners and driving mutually rewarding business outcomes.
• Detailed knowledge of key partner types or customers on a given solution.
• Typically 3–5 years of experience as referenced above.

Lead a channel sales region to maximize sales of HP’s…