Are you ready to join our HP Team, driving growth through the most cutting-edge technologies for one of TD SYNNEX's most strategic vendors?
Join our HP Personal Systems team at TD SYNNEX, a leading technology and global distributor, specializing in delivering cutting-edge AI and Windows 11 refresh solutions powered by HP, Microsoft, and Intel. We're dedicated to driving innovation and growth in the ever-evolving tech landscape.
About the role
We are seeking a highly motivated, experienced, and results-oriented Business Development Executive II (Field)\u00A0to spearhead our efforts in driving profitable growth through reseller partnerships. This role will primarily focus on leveraging our partnerships with HP, Microsoft, and Intel to capitalize on the growing demand for AI and Windows 11 refresh solutions in the market. This role requires spending ~50% of your time in the field, engaging with customers and vendors. This position resides in Vendor Management and will be reporting directly into VP.
What you'll do
- Reseller Partner Relationship Management: Act as Subject Matter Expert (SME) on assigned area, technology solutions and program offerings. Cultivate and maintain strong relationships with reseller partners. Understand their business goals, challenges, and market dynamics to identify opportunities for collaboration. Act as the primary point of contact for all partner-related inquiries and support needs.
- Business Development & Strategic Account Planning: Develop and execute strategic account plans in collaboration with reseller partners to drive revenue and profit growth. Align objectives with both the partner's and the company's goals. Identify and onboard new reseller partners aligned with our strategic objectives. Develop joint business plans and go-to-market strategies to drive mutual success. Collaborate with internal sales, PM, marketing, procurement, technical teams and vendor Partner Business Managers (PBMs) to execute partner programs and initiatives.
- Sales Enablement & Training: Provide ongoing training and enablement resources to reseller partners to ensure they are equipped to effectively sell HP Solutions, with weighted focus on AI and Windows 11 refresh opportunities. Ensure partners have a deep understanding of product features, value proposition, competitive landscape, and sales strategies. Conduct regular business reviews to track performance, identify areas for improvement, and drive accountability.
- Market & Competitive Analysis: Maintaining up-to-date knowledge of products, competitors, technology, and customers in the assigned supplier product market. Stay abreast of market trends, competitive landscape, and customer insights related to HP's full solutions and programs. Leverage this knowledge to identify new opportunities and develop targeted strategies to capture market share.
- Product Positioning & Solution Selling: Work closely with our product management and engineering teams to understand the unique value proposition of our solutions. Develop compelling sales collateral, presentations, and demonstrations to effectively communicate this value to reseller partners and end customers.
- Pipeline Management: Work closely with reseller partners to manage sales pipelines, forecasting, and deal progression. Monitor key performance indicators (KPIs) such as sales velocity, win rates, and average deal size to identify areas for improvement and optimization.
- Deal Negotiation & Pricing Strategy & Proposals/Contracts: Collaborate with reseller partners to negotiate pricing, terms, and conditions to win deals while maximizing profitability. Develop pricing strategies that align with market dynamics, competitive positioning, and value delivery.
- Revenue, Profit & Marketshare Growth: Drive incremental revenue growth through the expansion of our reseller partner network and the successful execution of joint sales initiatives. Monitor key performance indicators (KPIs) such as revenue attainment, profit targets, partner satisfaction, and market penetration to track progress towards goals. Identifying and creating opportunity demand for products, coordinating seminars, training, and resource awareness for assigned customers to drive growth.
- Cross-functional Collaboration: Collaborate cross-functionally with internal teams such as marketing, product management, finance, and legal to support reseller partner initiatives. Ensure alignment on strategy, messaging, and execution to drive mutual success.
- Customer Advocacy and Satisfaction: Ensure a high level of customer satisfaction by addressing any issues or concerns raised by reseller partners promptly and effectively. Advocate for customers' needs and feedback internally to drive product improvements and enhancements.
- Performance Tracking and Reporting: Track, analyze, and report on sales performance, revenue attainment, and profitability metrics. Provide regular updates to internal stakeholders and reseller partners on progress against goals and initiatives.
- Continuous Improvement: Continuously evaluate and optimize partner programs, processes, and resources to drive efficiency, effectiveness, and scalability. Seek feedback from reseller partners and internal stakeholders to identify areas for improvement and innovation.
What we're looking for
- >5 to 8 years of relevant work experience
- Able to commit and support ~50% travel across all regions in the United States
- This experience to include extensive field sales experience managing moderate to large clients and territories.
- Bachelor's degree or equivalent experience from which comparable knowledge and job skills can be obtained.
- Typically works on a cross-section of large and/or prominent accounts with several changing variables and complexity. The Vendor Field BDE II territory is large in financial nature as to the company impact / benefit (annual revenue, gross profit and/or complexity dynamics).
- Possesses thorough knowledge of solution selling and exhibits the ability to deliver strategic vendor solutions and identify net-new partners for TD SYNNEX
- Self-starter who works with moderate level of supervision and leadership support; based on prior field sales experience. Has considerable latitude in determining best approach to sales and service tasks.
- Maintains excellent rapport with existing clients and frequently interacts directly with new prospects to build customer base and increase sales. Provides input to sales management.
- Builds extensive relationships with HP, Intel, Microsoft and complimentary vendors; especially at the regional field sales to field sales level.
- Actions impact the organization. Failure to accomplish work or meet customer expectations will result in the inability to reach crucial organizational sales goals and may cause long-term damage to client relationship.
- Able to execute instructions and to request clarification when needed.
- Able to demonstrate complex problem solving, critical thinking, and decision-making.
- Able to communicate clearly and convey necessary information.
- Able to create and conduct formal presentations.
- Able to interact effectively with higher levels of management (C-level)
- Able to negotiate skillfully and promote/sell ideas persuasively.
- Understand, communicate, and collaborate effectively with people across various identities.
- Possesses strong organizational and time management skills, driving tasks to completion.
- Able to constructively work under stress and pressure when faced with high workloads and deadlines.
- Able to maintain and promote social, ethical, and organizational standards in conducting internal and external business activities.
- Able to work independently with minimum supervision.
- Able to maintain confidentiality of sensitive information.
- Able to collaborate and build solid, effective working relationships with others.
- Able to exhibit ability to be sensitive to the needs, concerns, and feelings of others.
- Able to quickly learn/adapt to new systems and technology.
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What's In It For You?
- Elective Benefits: Our programs are tailored to your country to best accommodate your lifestyle.
- Grow Your Career: Accelerate your path to success (and keep up with the future) with formal programs on leadership and professional development, and many more on-demand courses.
- Elevate Your Personal Well-Being: Boost your financial, physical, and mental well-being through seminars, events, and our global Life Empowerment Assistance Program.
- Diversity, Equity & Inclusion: It's not just a phrase to us; valuing every voice is how we succeed. Join us in celebrating our global diversity through inclusive education, meaningful peer-to-peer conversations, and equitable growth and development opportunities.
- Make the Most of our Global Organization: Network with other new co-workers within your first 30 days through our onboarding program.
- Connect with Your Community: Participate in internal, peer-led inclusive communities and activities, including business resource groups, local volunteering events, and more environmental and social initiatives.
Don't meet every single requirement? Apply anyway.
At TD SYNNEX, we're proud to be recognized as a great place to work and a leader in the promotion and practice of diversity, equity and inclusion. If you're excited about working for our company and believe you're a good fit for this role, we encourage you to apply. You may be exactly the person we're looking for!
We are an equal opportunity employer and committed to building a team that represents and empowers a variety of backgrounds, perspectives, and skills. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, gender, gender identity or expression, sexual orientation, protected veteran status, disability, genetics, age, or any other characteristic protected by law.
