Distribution Business Manager

Distribution Business Manager This role has been designed as "Onsite" with an expectation that you will primarily work from an HPE office. Who We Are: Hewlett Packard Enterprise is the global edge‐to‐cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today's complex world. Our culture thrives on finding new and better ways to accelerate what's next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE. Job Description: Job Description Summary Responsible for developing and executing strategic initiatives with distribution partners and resellers, Systems Integrators (SIs) and/or Service Providers and their ecosystem partners to drive growth in the networking product portfolios with joint sales efforts. This role requires a results‐driven professional with strong leadership in channel management focuses on managing distributors relationships through business reviews; optimizing sales operations with strong analytical capability; develop & launch channel programs to drive incremental business; align marketing strategy/event planning/partner enablement to achieve business objectives in a fast‐paced and competitive IT landscape. Job Criteria & Responsibilities: 1. Business Management & Strategy Develop and implement strategic business plans to grow the networking product & solutions through distribution partners. Analyse and identify key growth market to capture business opportunities in enterprise, Mid‐market, SMB and public sector space. Drive quarterly business reviews (QBRs) with distributors to assess performance, set goals, and align on execution strategies. Conduct joint business reviews with selected resellers including eCommerce partners, service providers & system integrators. 2. Distributor Relationship Management and Enablement Build and maintain strong working relationships with key distribution stakeholders including senior management, product managers, sales teams, marketing and operational personnel. Act as the primary liaison for all matters related to distributor performance, networking product portfolios, pricing, compliances, operational issues and escalation handling. Support new distributor onboarding and training in alignment with company programs, policies and contractual obligations. 3. T2 Recruitment Management (Breadth and Depth)Breadth – Ability to recruit new partners in different industrial vertical, geographical coverage & channel segment such as Mid‐market, SMB, Enterprise; responsible for onboarding, enablement & growth of the partners. Depth – Organise Joint business planning to review the business performance, pipeline management, develop incentive programs to grow the business and increase share of wallet within the partner organization. 4. Operational Excellence – Tracking & Reporting Accountable to consolidate country channel forecast from all distributors and ensure accurate and predictable input for regional reporting. Leverage Excel Knowledge to track and meet KPIs such as weekly Sell‐in & Sell‐Thru achievement, healthy channel Inventory and sales linearity. Prepare weekly/monthly reports for local and regional cadence calls and quarterly business reviews, provide insights and correction action plans. 5. Product & Program Execution Launching of new networking products including NPI promotions, pricing strategy, training/enablement and go‐to‐market execution. Collaborate with internal product and program teams and Distributor to roll out sales incentive/rebate programs and promotions effectively. Monitor product movement including shipment, sell‐in, sell‐thru and optimize Channel inventory. 6. Internal Stakeholder management (TMs, PBMs, SEs)Collaborations and Teamwork with Sales team, Technical personnel and country leader. Effective communications when come to any business updates to manage expectation. Influencing & negotiation skills to ensure alignment, conflict resolutions with Internal Stakeholders. 7. Marketing Events Management & Demand Generation Work with distributor marketing team to plan and execute demand generation campaigns, events, digital marketing and lead‐generation activities that support business goals. Ensure consistent brand positioning and messaging across all distributor‐led marketing initiatives. Track marketing ROI, co‐funding usage, and effectiveness of marketing activities through post activity reports and execute bridge plan to meet business target. 8. Customer Engagement (Mid‐Market an SMB space)Ability to build strong relationships with customers and posses clear communication skills to ensure effective expectation management and ability to handle any escalations. Strong business acumen to offer products and solutions to meet customer expectation. Explore Upsell and Cross sell opportunities with the full portfolios from Edge to cloud, Security and systems. Education and Experience Required: University or bachelor's degree in business administration, Marketing, Information Technology or a related field. 5‐10+ years or more in IT distribution, channel sales or vendor‐partner management; others including selling experience at end‐user