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  • Job Type: Permanent
    Location: Birmingham
    Job ID: 91619
    Company: SCC

    Key duties and main responsibilities


    Overall the role holder will:


    • Have operational and sales responsibility for HP Inc (HPI)
    • Run the vendor plan involving all key stake holders including HPI Senior Management, HPI and key operational personnel, SCC Sales and SCCUK Services.
    • Be responsible for managing pipeline and forecast for SCC and HP Inc and help ensure targets are achieved.
    • Ensure pipeline calls are run appropriately, involve the correct key stakeholders and produce pipeline/forecasts by partner
    • Developing and correctly targeting sales and marketing campaigns according to SCC objectives, and taking into account the strategy of HPI
    • Maintain the highest levels of accreditation for SCC with HP Inc
    • Manage partner continuous improvement performance programme
    • Have responsibility for targets to achieve the net soft dollar contribution
    • Support sales on opportunities, major bids and technology



    Key Measures of Success

    • Hit specific revenue and margin goals including net soft dollar contribution
    • Manage HPI pipeline, and provide accurate forecasting
    • Partner strategy reports are delivered in line with agreed SLA
    • Partner continuous improvement programme delivers to plan and agreed benefit
    • Monthly and Quarterly business review meetings with partners and associated reporting is completed
    • Accreditations are in place, plans for succession and risk management, sales accreditation advice and training managed
    • Manage partner performance against agreed contractual and non-contractual KPIs through supplier scorecard. Published to date each month




    Main Duties of Job


    Working with HP Inc


    • Supply forecast to HPI to ensure internal and external targets are met
    • Run pipeline calls and produce pipeline forecasts
    • To become fully accredited on the HP portfolio
    • Provide advice to the business on the partner strategy and direction
    • Collect and provide partner performance measurement and management
    • Manage HP Inc Marketing campaigns and understand MDF process
    • Have responsibility for targets to achieve the net soft dollar contribution
    • Negotiate the best financial position with vendors within the marketplace
    • Understand HP Inc route to market and strategies
    • Understand HP specific product roadmaps





    Working with sales


    • Provide summary and briefing notes on HPI market strategy
    • Provide partner operational strategy information
    • Provide regular training
    • Update SCC Intranet with latest HP Inc products and news
    • Provide partner performance data and scorecards
    • Run HP Inc incentives and campaigns
    • Work with sales and services on major opportunities where required
    • Take funnel/pipeline information from sales and document – highlight issue, shortfalls and any gaps.  Understand and communicate the action plan to resolve.




    Skills Knowledge and Experience


    • Basic level of knowledge of HPI sales, strategy, strengths and weaknesses.
    • Ability to establish new, or leverage existing networks within HPI
    • Knowledge and experience of HPI operational processes, metrics, systems and people
    • Understanding of and experience working within HPI channel businesses
    • Proven experience in managing partner relationships. 5-10 years
    • Strong relationship and interpersonal skills to be applied in working with HPI
    • Strong knowledge of HPI’s markets, competition and major market trends
    • Establish a strong understanding of SCC internal decision making
    • Demonstrate understanding of, and application of, HPI’s decision making
    • Strong dispute resolution and mediation skills to handle issue escalation and to drive win-win outcomes for both parties
    • Strong proven negotiation experience