Channel Sales Manager (m/f/d) bei Hp

Description -

The Channel Sales Manager leads a team of PBMs (Partner Business Managers) to achieve revenue and margin goals, develop outcome-based business strategies, build strong client relationships, and guide the team to performance excellence. This role is responsible for driving pan-HP account growth, developing clear strategies for key accounts, and fostering a culture of talent and productivity. The Channel Sales Manager acts as a strategic leader, ensuring sales activities align with legal and ethical standards and HP’s values.

Key Responsibilities

• Team Leadership: Manage a team of 6–10 PBMs for Power Partners, building clear strategies for key accounts and coaching PBMs through all partner sales stages. The PBM is responsible for maintaining partner account plans for sales growth, sharing complex information regarding the organization’s offerings, and fostering strong partner relationships. The role handles intricate contract negotiations, tailors solutions to customer needs, and converts leads into joint sales activities while managing the sales funnel. The role conducts training sessions to ensure effective representation of the organization.

• Team might include also several Partner Practice Builders.

• Additional to direct team leadership – Manager is responsible for Synergy Partner with the help of HP’s extended outsourced sales force.

• Sales Coverage: Develop targeted budget plans to achieve quota and margin targets for the pan-HP product portfolio, allocate resources using segmentation tools, and customize solutions based on customer outcomes.

• Partner Planning: Develop best-in-class sales strategies through Partner360, systematic partner qualification, and alignment with corporate goals.

• Solution Selling: Approach selling from a joint service and solution-led perspective to ensure HP products and services address customer needs.

• Pipeline & Deal Management: Build, monitor, and orchestrate sales pipelines to meet transactional and contractual business goals, utilizing SAR plans for long-term pipeline development and short-term goal achievement.

• C-Level Partnering: Build lasting executive relationships with key partner C-level and other business and IT executives, representing HP at industry and customer events.

• Forecasting & Budgeting: Track and manage rolling forecasts and budgets, ensuring timely and accurate outcomes and building recovery plans as needed.

• Legal & Ethical Compliance: Ensure the sales team adheres to legal and ethical standards in all sales activities, including pricing, contracts, and customer interactions.

• People Development: Nurture and advance talent within the sales force, sponsor skill-building activities, and foster a culture of performance excellence.

• Coaching & Performance Management: Evaluate and guide employee performance, supporting individuals through sales challenges and managing results for all performers.

• Pan-HP Leadership: Orchestrate team leadership supporting both sales and non-sales activities.

Education & Experience Recommended

Experience:

• Typically 10+ years of job-related experience or 8–10 years of management experience in sales.

• Proven experience in both Account Sales and Channel Sales roles (alternativ: environments), ideally within the IT industry.

• Strong background across Computing and Hybrid Work solutions as well as Printing, Supplies, and Managed Print Services (MPS).

• Demonstrated success in building and maintaining long-term customer and partner relationships that drive measurable business growth.

Education:

• Bachelor’s degree in Business, Marketing, or a related field is recommended (not explicitly stated, but typical for such roles).

Qualifications:

• Proven track record in sales management, preferably in enterprise sales environments.

• Experience in leading and developing high-performing sales teams.

• Familiarity with sales planning, pipeline management, and CRM systems.

• Deep understanding of partner ecosystems and proven ability to align HP strategies with partner business goals to drive sustainable growth.

• Excellent communication, collaboration and stakeholder management skills across business functions.

Knowledge & Skills

• Sales Planning & Strategy: Ability to develop targeted budget plans and allocate resources using segmentation tools and market intelligence.

• Analytical & Critical Thinking: Understand industry drivers and customer base to bridge HP solutions with account-relevant problems and opportunities.

• Organization & Time Management: Prioritize tasks, set goals, and manage time effectively.

• Leadership: Lead effectively in complex and political environments, influence without direct authority, balance competing priorities, and drive team performance.

• Problem Solving: Navigate market complexities and develop practical solutions.

• Collaboration & Communication: Build lasting executive relationships, interact with key stakeholders, and represent HP at industry events.

• Technical Proficiency: Leverage technology and CRM systems to enhance productivity.

• New Technology and AI: demonstrated curiosity and confidence in adopting emerging tools and technologies—especially AI—to enhance sales performance, customer engagement, and productivity.

About HP

You’re out to reimagine and reinvent what’s possible—in your career as well as the world around you. So are we. We love taking on tough challenges, disrupting the status quo, and creating what’s next. We’re in search of talented people who are inspired by big challenges, driven to learn and grow, and dedicated to making a meaningful difference.

HP is a technology company that operates in more than 170 countries around the world united in creating technology that makes life better for everyone, everywhere.

Thanks for taking the time to review our job, if you think it is a match to your experience and interests please apply today— we are eager to learn more about you! If you know a friend who may be a fit for the job, please refer them.

Please note the above statements describe the general nature and level of work only. They are not a complete list of all required responsibilities, duties and skills. Other duties may be added, or this description amended at any time.

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Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"