Distribution Business Manager

5 days ago

Singapore Hewlett Packard Enterprise Development LP Full time

* 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.* 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.* 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.* 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.* 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.* 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.* 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.* 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

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