This role blends field sales execution, partner strategy, and business planning,owning revenue growth, market share expansion, and partner engagement. The PBM acts as a trusted advisor to partners, aligning HP’s priorities with partner business goals to deliver mutual growth.

This is an outside sales role based in Minnesota. (preferred: Minneapolis).

Partner Management & Growth

• Own a portfolio of reseller accounts; drive revenue, share, and profitability for HP Supplies
• Build and execute joint business plans (JBPs) with partners aligned to HP strategic priorities
• Develop strong executive and field-level relationships to influence partner behavior and investment

Sales Execution & Demand Creation

• Deliver against quota and growth targets through a mix of strategic selling and transactional execution
• Drive sell-through, pipeline development, and demand forecasting accuracy
• Identify whitespace opportunities and expand HP share within existing accounts

Strategic Business Planning

• Analyze partner performance, market trends, and competitive landscape to inform strategy
• Manage promotional investments, MDF/funds planning, and ROI tracking
• Continuously refine territory and account plans to maximize return

Partner Enablement & Experience

• Act as the go-to expert on HP supplies offerings, promotions, and value propositions
• Equip partners with tools, insights, and training to improve sales effectiveness
• Tailor solutions and programs that align with partner and end-customer needs

Cross-Functional Collaboration

• Partner with marketing, category, finance, and operations to execute go-to-market initiatives
• Provide field feedback to influence product, pricing, and promotional strategies
• Ensure alignment and execution across all partner-facing activities

Pipeline & Partner Expansion

• Identify, recruit, and onboard new strategic partners
• Conduct market and account research to uncover growth opportunities
• Support deal development including proposals, pricing, and contract alignment

Experience

• 3+ years of experience in channel sales, partner management, or B2B sales
• Proven track record of meeting/exceeding quota in a field sales environment
• Experience managing reseller or distribution partners strongly preferred

Core Capabilities

• Strong business acumen (forecasting, planning, financial analysis)
• Ability to influence without authority and navigate complex partner ecosystems
• Skilled in relationship management, negotiation, and consultative selling
• Data-driven mindset with ability to turn insights into action

Tools & Skills

• CRM proficiency (Salesforce or similar)
• Territory planning, pipeline management, and forecasting
• Strong communication and executive presence

Education

• Bachelor’s degree in Business, Marketing, or related field (or equivalent experience)

What Success Looks Like

• Consistent achievement of quota and growth targets
• Measurable increases in market share and partner engagement
• High-quality forecast accuracy and business planning execution
• Strong partner satisfaction and long-term relationship health

Compensation

The on-target earnings (OTE) range for this role is $84,600.00 - 122,650.00 USD annual salary range here annually, with a 80/20 (salary/incentive) mix. There are additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only). Pay varies by work location, job-related knowledge, skills, and experience.

Benefits:

HP offers a comprehensive benefits package for this position, including:

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including;
• 4-12 weeks fully paid parental leave based on tenure
• 11 paid holidays
• Additional flexible paid vacation and sick leave ( US benefits overview)

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Responsibilities

• Owns and coordinates account plans on larger strategic commercial accounts, focusing on value and/or volume portfolio management and selling a range of HP's offerings.
• Collaborates with pre-sales, inside sales, marketing, product development, and customer service to deliver comprehensive solutions and address customer needs effectively.
• Builds and maintains strong relationships with commercial clients, developing a core understanding of their unique business needs and challenges.
• Implements margin recovery activities and strategies, and engages effectively to improve win rates on selective deals.
• Reviews and designs sales policies and strategies to achieve sales targets and objectives for the assigned business segment.
• Manages account planning process through scheduled reviews and updates, identifies and builds growth opportunities, upselling, and cross-selling to clients.
• Updates opportunities in pipeline tools and processes, recommends, and implements pipeline management practices.
• Provides support to clients, addressing any concerns or issues they may have in a timely and effective manner.
• Stays updated on industry trends, market dynamics, and competitors' activities to better serve clients and identify potential business opportunities.

Education & Experience Recommended

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
• Typically has 4-7 years of work experience, preferably in account management, tele sales, product specialty, or a related field or an advanced degree with 3-5 years of work experience.

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including 4-12 weeks fully paid parental leave based on tenure, 13 paid holidays, and additional flexible paid vacation and sick leave.

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You will use your sales expertise and industry knowledge to build strong relationships, identify opportunities, and support customers throughout their journey.

This position focuses on expanding our customer base, advancing the ACS sales pipeline, fostering long-term customer relationships, and supporting account managers in delivering outstanding results.

ACS is a key division within HP focused on driving innovation for the future of work.

Its mission is to deliver high-performance computing, enabling customers to tackle complex workloads and emerging technologies efficiently.

Key Responsibilities

• Drive growth by acquiring new customers and expanding adoption of ACS products. Identify and pursue new ACS opportunities, while also expanding relationships with existing clients.

• Manage the sales process end-to-end, including building a strong pipeline, guiding product selection, pricing, and closing deals.

• Develop business use cases and provide expert support to sales teams.

• Achieve sales targets and contribute to higher customer quotations, diverse business, and increased contract-value renewals.

• Collaborate with customers, internal teams, and industry specialists.

• Stay ahead of the market by understanding ACS offerings and competitor strategies to position HP's solutions effectively.

• Build trusted, consultative relationships with clients, including senior executives, by understanding their industry-specific needs and challenges.

Education & Experience Recommended:

• Bachelor's degree is preferred but not required.

• Minimum of 5 years of experience in sales or a similar role.

• Proven track record of achieving sales quotas and driving pipeline and business growth.

• Experience managing sales processes and building customer relationships.

• Strong understanding of market trends and ability to turn insights into business opportunities.

• Experience working with cross-functional teams and leading complex sales cycles.

• Demonstrated expertise in consultative solution sales and customer relationship management.

Knowledge & Skills

• Deep understanding of Advanced Compute product segments.

• Ability to build consultative relationships with clients.

• Strong business acumen and strategic planning skills.

• Problem-solving and execution abilities.

• Effective communication and organizational skills.

• Adaptability and willingness to learn new technologies and business models.

• Familiarity with high-performance computing solutions and edge IT management is a plus.

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

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including:
• 4-12 weeks fully paid parental leave based on tenure
• 13 paid holidays
• Additional flexible paid vacation and sick leave

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