Administración de canales y programas de entrenamiento de mayoristas en Huawei

Abstract

This report describes the experience gained during the professional internship at Huawei Technologies, where I worked as a Channel Manager in the Enterprise Business Group (EBG). The objective of the internship was to support the development of technical and commercial skills of the wholesalers through training in pre-sales, post-sales, and sales, aiming to improve their ability to manage equipment and increase sales margins. The method involved conducting product and Huawei partner policy training sessions, as well as performing market analysis to understand the profile of potential clients, their current suppliers, and sales volumes. Internal Huawei processes were also overseen when wholesalers had business opportunities involving the company's solutions portfolio. The results showed an improvement in the commercial skills of the wholesalers, which helped increase competitiveness in the market. The discussion highlights that the success of the training relied not only on technical knowledge but also on the ability to apply this knowledge in effective commercial strategies. This integrative approach of technical and commercial training proved to be key in achieving the objectives set by Huawei in the region.