Regional Sales Manager, Northeast – U.S. Commercial Channels

Description -

Regional Sales Manager, Northeast – U.S. Commercial Channels

Job Summary

The Regional Sales Manager, Northeast – U.S. Commercial Channels is responsible for driving revenue growth, market expansion, and partner success across a designated Northeast territory. This role leads a team of Partner Sales Representatives (PSRs) while developing and executing a regional channel strategy aligned to HP’s broader Commercial business objectives.

As a senior leader within the channel organization, this individual builds and strengthens relationships with key partners, including national solution providers, regional resellers, and value-added partners. The role requires a strong balance of strategic planning and hands-on execution—owning regional performance, enabling partner-led growth, and ensuring consistent delivery of the OneHP value proposition.

This leader will act as a key liaison between channel partners and internal stakeholders (sales, marketing, category, finance), using data-driven insights to shape strategy, optimize execution, and drive sustainable, profitable growth across the region.

Key Responsibilities

Regional Strategy & Business Planning

• Develop and execute a comprehensive Northeast regional channel sales strategy aligned with U.S. Commercial priorities and revenue targets
• Establish annual and quarterly business plans with key partners, including growth initiatives, investment strategies, and joint go-to-market motions
• Identify whitespace and expansion opportunities across partner segments, vertical markets, and product portfolios (PC, Print, Poly, Services)
• Translate corporate initiatives (e.g., OneHP, Amplify, sustainability programs) into actionable regional execution plans

Revenue Growth & Performance Management

• Own regional revenue performance, forecasting accuracy, and attainment of quota across partner channels
• Set clear sales targets and KPIs for the team and monitor ongoing performance against revenue, pipeline, and market share objectives
• Drive pipeline development, deal acceleration, and win-rate improvements through structured cadence, deal coaching, and partner engagement
• Leverage data analytics and market insights to inform decisions and optimize territory and partner performance

Team Leadership & Talent Development

• Lead, coach, and develop a team of Partner Sales Representatives, fostering a high-performance, accountability-driven culture
• Provide ongoing coaching on consultative selling, partner engagement, and deal strategy to improve individual and team outcomes
• Execute talent management responsibilities including hiring, onboarding, performance management, and succession planning
• Promote collaboration across regions and teams to share best practices and drive consistency in execution

Partner Relationship Management

• Build and maintain executive-level relationships with strategic channel partners across the Northeast region
• Serve as a trusted advisor to partners, aligning HP’s solutions with their business priorities and growth strategies
• Enable partner success through joint business planning, training, marketing alignment, and sales enablement programs
• Ensure partners deliver a best-in-class customer experience while representing the HP brand

Negotiation & Commercial Execution

• Lead complex negotiations with partners regarding pricing, contracts, incentives, and joint investment strategies
• Ensure alignment of agreements with both regional goals and broader HP financial and margin objectives
• Balance revenue growth with profitability through disciplined deal structuring and pricing strategies

Partner Ecosystem Development

• Identify, recruit, and onboard new partners to strengthen regional coverage and capability
• Evaluate partner performance and optimize the partner mix to align with strategic priorities
• Expand ecosystem capabilities across key growth areas (solutions, services, verticals, etc.)

Cross-Functional Collaboration

• Partner closely with internal stakeholders across marketing, category, operations, finance, and sales to align on priorities and execution
• Influence product, pricing, and go-to-market strategies based on partner and market feedback
• Drive coordinated execution of campaigns, product launches, and strategic initiatives across the region

Reporting, Insights & Continuous Improvement

• Prepare and present regular business reviews, forecasts, and performance insights to senior leadership
• Analyze competitive landscape, industry trends, and customer behavior to refine regional strategy
• Identify operational inefficiencies and implement process improvements to enhance sales effectiveness

Risk Management & Compliance

• Assess risks related to partner performance, contractual obligations, and market conditions
• Ensure compliance with HP policies, channel governance, and legal guidelines
• Develop and execute mitigation strategies to address operational or business risks

Education & Experience Recommended

• Bachelor’s degree in Business, Sales, Marketing, or a related discipline (MBA or advanced degree preferred)
• 7–10+ years of experience in sales, channel management, or business development within the technology industry
• 5–7+ years of people leadership experience, preferably managing distributed or regional sales teams
• Proven track record of driving revenue growth through indirect/channel sales models
• Experience working with national and regional solution providers (e.g., CDW, SHI, Insight) strongly preferred

Knowledge & Skills

• Channel Sales Strategy & Execution
• Partner Relationship Management & Ecosystem Development
• Strategic Planning & Go-to-Market Leadership
• Revenue Forecasting & Pipeline Management
• Consultative Selling & Deal Structuring
• Financial Acumen (pricing, margin management, investment planning)
• Data Analysis & Performance Metrics (KPIs)
• Contract Negotiation & Commercial Management
• Business Development & Market Expansion
• Cross-functional leadership and influence

Cross-Organizational Competencies

• Strategic Thinking & Business Acumen
• Customer & Partner Centricity
• Executive Presence & Influence
• Team Leadership & Talent Development
• Resilience and Adaptability in a dynamic market
• Strong prioritization and decision-making skills

Impact & Scope

• Directly impacts regional revenue performance and partner-driven growth within HP’s U.S. Commercial Channels organization
• Leads multi-disciplinary initiatives across sales, marketing, and operations
• Influences regional and segment-level strategy through insights and execution feedback

Complexity

• Operates in a highly dynamic, competitive environment requiring strategic judgment and operational execution
• Balances multiple stakeholders, partner priorities, and internal objectives
• Solves complex business challenges using data-driven, creative solutions aligned with company objectives

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, responsibilities, or qualifications. Responsibilities may evolve based on business needs.

Salary:

The on-target earnings (OTE) range for this role is $180,000 to $240,000 USD
annually with a 60%/40% (salary/incentive) mix. There are additional
opportunities for pay in the form of bonuses and/or equity (applies to United
States of America 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
* 13 paid holidays
* Additional flexible paid vacation and sick leave (US benefits overview

[https://hpbenefits.ce.alight.com/])

The compensation and benefits information is accurate as of the date of this
posting. The Company reserves the right to modify this information at any time,
with or without notice, subject to applicable law.

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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’sEEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"