Channel Strategy & Business Development Manager - Security
HP continues to emphasize security products and services, and our channel partners play a key role. This senior position within the Security Business Unit will have overall responsibility for security channel strategy within Personal Systems. The position crafts and maintains the strategy, and ensures that our partners are given the resources and programs required for their success with respect to security sales. The position has world-wide responsibility and resellers, distributors, and systems integrators are all in-scope for the role.
Responsibilities:
Creates and maintains the PS security channel strategy: Programs, incentives, enablement, performance attainment, etc.
Crafts sales strategies and solicit partner needs and requirements to increase growth in the HP security portfolio and develop an effective go to market plan for security partners.
Coordinates a virtual team across the geographic areas and Market teams to drive security business development activities and report on results
Ensures that the channel strategies aligns with the broader Personal Systems goals
Creates executive-level reporting on results, challenges, and resource requirements related to channel-led security
Works with Marketing at both the global and regional levels to ensure that lead generation programs are consistent with overall HP messaging and maximize the level of support such programs supply to our partners
Acts as the single point of contact for programmatic escalations
Aligns the needs of the security channel with HP channel programs and requirements
Collects feedback from partners and field business managers and educates the business unit on how we can better support our partner-led security selling
Presents strategy to all stakeholders as needed, both internally to HP and within our partner community.
Keeps abreast of enterprise and SMB security industry developments and ensures that HP programs are reflective of market conditions.
Education and Experience Required:
8+ years of enterprise or mid-market channel management or channel operations experience
In-depth experience with channel partners and indirect go-to-market business practices
Experience with value-add distribution to enhance channel sales
Excellent written and oral communication skills
Proven ability to operate in an agile environment where flexibility and creativity are essential
Highly Desirable:
5+ years experience in enterprise or mid-market security channel programs or operations
5+ years experience with HP channel systems and programs
Experience working within an enterprise or mid-market IT/Security channel partner (HP or non-HP)
Experience working with geographically dispersed teams
Additional language fluency
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