Channel Manager, Hybrid Solutions

Channel Manager, Hybrid Work Solutions

The Channel Manager, Hybrid Work Solutions is responsible for leading a high-performing sales team to achieve revenue goals within the Hybrid Work Solutions portfolio. The ideal candidate brings a sophisticated background in Solution Selling and Channel Management to navigate complex partner ecosystems. You will nurture executive-level relationships, craft data-driven strategies, and act as a subject matter expert in collaboration technology to drive growth.

This role ensures team compliance with industry regulations while providing market-based insights to senior leadership to shape the future of work.

• Strategic Sales Leadership: Sets clear, achievable goals for the team in alignment with the organization’s objectives, focusing on Total Solution Selling rather than individual hardware components.

• Channel Ecosystem Cultivation: Manages and optimizes channel partner relationships to expand market reach and ensure partner loyalty within the Hybrid Work space.

• Executive Influence: Cultivates strong professional relationships with key IT and business executives to identify opportunities for Video Collaboration, Voice Platforms, and integrated workspace solutions.

• Performance
  
  Coaching:
  
  Manages employee performance, offering specific guidance on overcoming objections in complex technical sales and driving deal closure.

• Forecasting & Analytics: Conducts in-depth sales forecasting by analyzing historical data and emerging trends in the hybrid work market.

• Reporting & Insights: Presents comprehensive reports to upper management, highlighting performance trends and competitive shifts in the collaboration landscape.

• Budget & Resource Management: Manages the sales budget, ensuring cost-effective resource allocation and high ROI on channel incentives.

• Enablement & Training: Delivers continuous training on Collaboration Solutions
  , including product knowledge for professional headsets, video conferencing, and UC platforms.

• Talent Development: Leads recruitment, coaching, and career development to build a team of experts in hybrid work transformations.

• Education: Four-year or Graduate Degree in Business, Marketing, or a related field (or equivalent work experience).

• Management
  
  Experience:
  
  Typically 5–7 years of management experience, specifically leading B2B sales teams.

• Industry
  
  Experience:
  
  7–10 years of sales experience, with a strong preference for candidates with a background in Channel Management.

• Specialized Expertise: Proven track record in Solution Selling is required.

• Preferred Background: Experience selling Collaboration Solutions
  , including:

  • Video Collaboration (Meeting Room Systems, Cameras).

  • Voice Platforms (UCaaS, VoIP).

  • Professional Headsets and Personal Audio.

• Solution Selling Methodology: Moving from transactional sales to integrated value-based solutions.

• Channel Management: Understanding Tier 1 and Tier 2 partner models and distribution.

• Collaboration Ecosystems: Knowledge of platforms like Microsoft Teams, Zoom, and Google Workspace.

• Business Planning & KPIs: Setting and tracking metrics beyond just revenue (e.g., attach rates, partner health).

• Salesforce & Sales Tools: Advanced proficiency in CRM management and pipeline hygiene.

• Impact: Leads projects that bridge multiple HP disciplines (Hardware, Software, and Services) to create a seamless hybrid work experience for clients.

• Complexity: Solves complex business problems using creative managerial concepts and a deep understanding of how technology facilitates modern collaboration.

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, or knowledge. These may be subject to change and additional functions may be assigned as needed by management.

The on-target earnings (OTE) range for this role is $195,450 to $308,000 USD annually with a 60%/40% (salary/incentive) mix. There are additional opportunities for pay in the form of bonuses and/or equity (applies to United States of America…