Job Summary
• This role is responsible for developing and implementing strategic plans to drive business growth while fostering strong client relationships with enterprise accounts. The role anticipates client requirements, collaborates with cross-functional teams, and uses consultative selling to identify opportunities aligned with the organization's capabilities. The role maintains a healthy sales pipeline, achieves revenue targets, and provides valuable feedback and insights to the internal teams.

Responsibilities
• Develops and executes account business plans including transactional and strategic initiatives to grow the organization’s business.
• Builds strong professional working relationships with clients maintaining a high level of customer loyalty and developing a deep understanding of clients’ needs.
• Utilizes consultative-selling techniques to identify and advance growth opportunities within existing accounts and align the organization’s capabilities to client business and IT priorities.
• Anticipates client needs and facilitates solution development in collaboration with cross-functional teams and industry experts.
• Leads contract negotiations, pricing discussions, and contract renewals to ensure favorable terms for both the client and the organization.
• Builds and maintains sales pipeline activity while achieving and/or exceeding revenue and margin quotas using margin management techniques.
• Provides feedback to internal teams based on client interactions to improve products, services, and processes.
• Prepares regular reports and presentations for both internal stakeholders and the client to share regular updates on deliverables, roadblocks, etc.
• Seeks opportunities to enhance the overall account management process and contribute to best practices within the account management team.

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 customer relationship management, account management, or a related field or an advanced degree with 3-5 years of work experience.

Preferred Certifications
NA

Knowledge & Skills
• Account Management
• Business Development
• Business Planning
• Business To Business
• Cross-Selling
• Customer Relationship Management
• Finance
• Market Share
• Marketing
• Merchandising
• Product Knowledge
• Sales Management
• Sales Process
• Sales Prospecting
• Sales Strategy
• Sales Territory Management
• Salesforce
• Selling Techniques
• Upselling
• Value Propositions

Cross-Org Skills
• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity

Impact & Scope
• Impacts multiple teams and may act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process.

Complexity
• Responds to moderately complex issues within established guidelines.

Disclaimer
• This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.
 

Print Sales Specialist (A3 Devices & Print Solutions) – Mumbai Job Summary This role is responsible for driving business growth for HP A3 MFP, solutions, and print services through channel partners. The role focuses on developing, enabling, and equipping channel partners to successfully sell HP solutions, services, and partner led Managed Print Services (MPS) to commercial customers. The individual will work closely with partners to build capability, create pipeline, execute joint sales motions, and ensure consistent solution led engagement with end customers. Responsibilities • Drives channel expansion and executes a structured territory coverage plan by onboarding, enabling, and activating partners to ensure effective market reach, customer coverage, and sustained growth for A3 devices, solutions, and MPS. • Develop and execute channel focused account and partner business plans to grow A3 device, solutions, and print services revenue through sell through models. • Build strong, trusted relationships with key channel partners, positioning self as a trusted advisor for HP solutions and print services. • Enable, coach, and train channel partners on HP A3 devices, solutions, services, and value propositions, including positioning of partner owned and HP supported MPS offerings. • Drive consultative, solution led selling through partners by helping them understand customer print environments, business challenges, and workflow requirements. • Support partners in identifying, qualifying, and advancing A3 hardware, solutions, and MPS opportunities within their customer base. • Collaborate with internal sales, pre sales, services, and category teams to build partner solution capability and align HP offerings to customer needs. • Lead and support joint sales engagements, including customer meetings, solution presentations, proposals, and deal negotiations alongside partners. • Guide partners on pricing, margin structures, deal dynamics, and contract renewals to ensure sustainable and profitable growth. • Build, manage, and review channel pipeline health, ensuring strong opportunity coverage and accurate forecasting across key partners. • Provide structured feedback from partners and customers to internal teams to improve go to market execution, partner programs, solutions, and services. • Prepare regular partner business reviews, enablement updates, and performance dashboards for internal and partner stakeholders. • Identify opportunities to improve partner led sales motions, enablement approaches, and MPS adoption, contributing to channel best practices. Education & Experience Recommended • Four year or Graduate Degree in Sales, Marketing, Business Administration, or a related discipline, or equivalent practical experience. • Typically 10+ years of experience in Channel sales, with strong exposure to channel led selling, partner management, and indirect sales models. • Proven experience in A3 device sales, solution selling, and print services / MPS, preferably through or with channel partners. Preferred Certifications • Channel Sales, Managed Print Services (MPS), Print Solutions, or related sales/technology certifications – preferred but not mandatory. Knowledge & Skills • Channel Sales & Partner Management • A3 Devices & Print Solutions • Managed Print Services (MPS) • Partner Enablement & Sales Training • Solution & Consultative Selling • Account & Partner Business Planning • B2B Sales Models • Pipeline & Forecast Management • Cross Sell & Upsell via Partners • Pricing & Margin Management • Customer Relationship Management (CRM) • Sales Strategy & Sales Process • Territory & Partner Coverage Management • Salesforce • Value Proposition & ROI Articulation Cross Organizational Skills • Effective Communication (Partner & Internal) • Results Orientation • Learning Agility • Digital Fluency • Customer & Partner Centricity Impact & Scope • Impacts multiple internal and partner teams and acts as a key influencer in partner capability development, solution adoption, and MPS growth. • Plays a critical role in shaping partner led customer outcomes across hardware, solutions, and services. Complexity Addresses moderately complex sales and partner scenarios involving A3 devices, solutions, and managed print services, within defined channel frameworks. Disclaimer This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management