Description -

As a Channel Sales Manager, you will lead a team of commercial channel sellers, responsible for building and managing relationships with business partners who sell our products and solutions. Your focus will be on developing strategies to grow our market share, setting ambitious sales targets, and supporting your team to achieve these goals. You’ll play a key role in driving business growth, fostering strong partnerships, and ensuring our sales objectives are met. 

The Channel Sales Manager acts as a key liaison between HP and its channel partners, ensuring effective collaboration, business planning, and execution. This role is responsible for driving partner growth with HP, building and maintaining strategic relationships with partner executives, and ensuring the achievement of region/country targets for commercial channel sales.  

Key Responsibilities 

• Lead, coach, and support a team of channel sales professionals. Develop partnership strategies to expand market share and profitability, adapting to changing customer needs. strategies to increase market share and profitability, drive transformation to address evolving customer needs, and maximize partner engagement through collaborative initiatives. 

• Oversee partner relationships, including onboarding, training, and performance evaluation. Set and achieve sales targets in collaboration with internal teams. Build and maintain strong relationships with partner executives. Review and approve business plans to ensure alignment with sales goals. Identify and address risks in partner relationships, lead contract negotiations. Collaborate with other sales teams (i.e. End-User Sales teams, informed by Partner Insights) to maximize business opportunities. 

• Monitor progress toward targets and provide regular updates. Optimize the partner network to support business growth. Deploy channel salesforce based on channel landscape and select partners strategically aligned to focus growth areas. 

• Ensure compliance with company values and ethical standards. 

Knowledge & Skills 

• Strong managerial skills: Proven team leadership and management skills. 

• Business acumen: Strong business development and planning abilities.  

• Experience in channel sales, finance, and sales processes, go-to-market strategy, KPI management, and sales processes. 

• Soft skills: Excellent communication and relationship-building skills, selling techniques, customer-centricy thinking, prospecting, value proposition development, and resilience. 

• Relationship building: ability to build and maintain strategic relationships with partner executives and internal stakeholders. 

• Problem-solving: ability to identify and mitigate risks, develop proactive plans, and resolve challenges. 

• Collaboration: Ability to collaborate across teams,  especially End-User Sales teams and other internal teams. 

• Market and industry insights: Awareness of market trends and ability to turn insights into opportunities. 

• Communication: leadership-level communication expertise to deliver tailored value propositions and gain trust. 

• Technical proficiency: familiarity with sales management systems and analytics tools,, CRM, and sales analytics tools. 

• New Technology and AI: demonstrated curiosity and confidence in adopting emerging tools and technologies—especially AI—to enhance sales performance, customer engagement, and productivity. The ability to quickly learn, adapt, and apply digital solutions in daily workflows, and to use AI insights to drive smarter decisions and more personalized customer interactions. 

• Relationship building: ability to build and maintain strategic relationships with partner executives and internal stakeholders. 

• Problem-solving: ability to identify and mitigate risks, develop proactive plans, and resolve challenges. 

• Collaboration: Ability to collaborate across teams,  especially End-User Sales teams and other internal teams. 

• Market and industry insights: Awareness of market trends and ability to turn insights into opportunities. 

• Communication: leadership-level communication expertise to deliver tailored value propositions and gain trust. 

• Technical proficiency: familiarity with sales management systems and analytics tools,, CRM, and sales analytics tools. 

• New Technology and AI: demonstrated curiosity and confidence in adopting emerging tools and technologies—especially AI—to enhance sales performance, customer engagement, and productivity. The ability to quickly learn, adapt, and apply digital solutions in daily workflows, and to use AI insights to drive smarter decisions and more personalized customer interactions. 

Education & Experience Recommended: 

• Experience: Typically 10+ years of job-related experience or 7+ years of management experience in sales, preferably in channel sales or partner management. 

• Education: Bachelor’s degree is preferred but not required. 

• Qualifications: Demonstrated success in leading high-performing sales teams and managing complex partner relationships. 

About HP 

HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company and ranked 10 on the Fortune 500 list for 2012, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents. HP invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients. 

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"