[Hiring] Practice Development Manager @HP

Role Description

The Practice Development Manager, also known as a Practice Builder, is responsible for driving business development, achieving sales targets, analyzing market trends, and identifying strategic partner relationships. This role focuses on developing and promoting selling practices with key third-party partners and using performance metrics to evaluate partner effectiveness.

You will understand, drive and achieve sales targets on centrally designed initiatives, utilizing global tools to promote local channel business. You will be assigned to active opportunities to accelerate Partner sales, support complex deals configurations, and pricing.

This role is a Federal Practice Development Manager who will accelerate partner-led growth for Hybrid Solutions, expand Poly voice and video opportunities, and increase adoption of the broader One HP portfolio among Federal and regional commercial Northeast technology partners.

• Technical solution expertise:
  • Experience with HP Poly voice, video, collaboration technologies, enterprise conferencing, hybrid workplace deployments, Microsoft Teams Rooms, Zoom Rooms, Poly Lens, device lifecycle management, and solution architecture.
  • Knowledge of Microsoft Teams, Teams Phone, Zoom, Zoom Phone, Google Meet, and competitors such as Cisco, Logitech, Yealink, and Avaya supports solution differentiation and competitive displacement.
• Partner growth responsibilities:
  • Meeting sales targets.
  • Analyzing market trends.
  • Identifying and developing strategic partners.
  • Improving partner effectiveness through performance data.
  • Building partner capabilities.
  • Enabling partners with training and technical resources.
  • Collaborating with resellers and distributors.
  • Co-selling until partners achieve self-sufficiency.

Key Responsibilities

• Lead business development efforts and execute sales targets.
• Drive adoption of portfolio-based, customer-centric selling practices across partner ecosystem.
• Analyze market trends and identify potential partners with emerging capabilities.
• Develop capabilities and selling practices with priority partners.
• Leverage performance data to assess and improve partner effectiveness.
• Incubate business and grow revenue for assigned products and solutions.
• Collaborate with external resellers, distributors, and HP Financial Services.
• Select and segment partners, supporting their adoption, practice building, and certification in their focus area.
• Enable partners with value proposition, collaterals, training on their focus area, links them to technical support resources.
• Co-sell with partners until they can operate independently.

Qualifications

• Bachelor’s degree is preferred but not required.
• Proven experience in business development and sales.
• Demonstrated success in market analysis and recruiting new partners.
• Strong organizational and program management skills.
• Experience in direct selling and stakeholder interaction.

Knowledge & Skills

• Federal channel or public-sector partner experience.
• UC&C, collaboration, voice, or video solution expertise.
• Microsoft Teams / Teams Rooms and Zoom ecosystem knowledge.
• Business development and quota-carrying experience.
• Partner practice-building and enablement experience.
• Ability to position the broader One HP Hybrid Solutions portfolio.

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.

Company Description

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.