SUSE Business Partner Development Manager
HP - United States

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Innovation is at the core of HP Industry-standard Servers (ISS). We strive to be on the edge of new ideas and drive new technology. Our Converged Infrastructure Cloud portfolio offers solutions that competitors can’t match; ranging from the EcoPod, ProLiant Gen8 servers, and CloudSystem. HP ISS is leading in the market. For a record 65 consecutive quarters, HP has led in x86 server sales! This is an impressive feat in any industry, let alone the hyper-competitive server market. We’re looking for talent to help us create products that will transform the industry.

HP ISS Group

is seeking a highly motivated,

SUSE Business Partner Development Manager

to drive all revenue generation and customer management into an assigned portfolio of named Strategic accounts.

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.

Develops long term and short term business with the SI/O and using the Alliance Account Plan as a means to document and communicate the plan.

Creates, fills-in and manages HP funnel for deals with partners and transform potential leads into joint sales activities.

Acts as the advocate for the SI/O in HP and represents all GBUs with SI/O.

Manages the virtual team of HP representatives to ensure the pursuit and closure of global opportunities through the SI/Os, and increase the funnel for HP.

Work in local, country, regional, and potentially global.

Carries quota at least 50% more than the


local/country/ regional quota per ABM ratio

100% revenue goals


Education and Experience Required:
University or Bachelor's degree

Typically 8-12 years of selling experience at end-user account or partner level

Experience selling to partners in a complex environment

Knowledge and Skills Required:
Leverages consultative presence in partner to identify opportunities

Actively and proactively manages the partner to protect & grow HP's business; coordinates all partner plans and funnel activities

Aggressively shapes offers in pursuit of new business and/or

Software portfolio enhancement.

Leadership skills to manage partner's sales force.

Actively manage the account to protect & grow HP's business.

Forecasting, planning and reporting skills in relation to partner/alliance deals.

Shapes offers in pursuit of new business and/or portfolio enhancement.

Thorough understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models

Thorough understanding of HP's organization & operations, including key business rules, and alignment with HP GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.

Thorough understanding of HP's products, software, and services. Able to communicate the strengths of HP's offerings relative to competition, and overcome objections

Effectively sells HP offerings by building strategic relationships with partner decision makers; aligning partner and HP processes; and promoting HP programs and offerings

Develops strategic plans with the partner to grow the size of the business and HP'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 HP sales teams




Primary Location


United States




Job Type





Day Job



Yes, 50 % of the Time

Job Posting


Nov 20, 2013

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Hewlett-Packard Company, or HP, is a multinational information technology corporation headquartered in Palo Alto, California, USA. HP got...