Partner Business Manager

Partner Business ManagerThis role has been designed as ''Onsite' with an expectation that you will primarily work from an HPE partner/customer 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:

Key Responsibilities

• Develop deep understanding of Partners' priorities and their transformation journeys, and continuously position HPE differentiated solutions to support the Partners' journeys

• Drive Partners' preference towards HPE's solutions and enable them to posture HPE differentiation and value propositions to their customers

• Serve as a trusted advisor and expert to the Partners on market trends/opportunities and how they can collaborate with HPE to drive differentiation and jointly win in the market place

• Build mutually beneficial, executive-level relationships with the Partners to grow HPE share of wallet. Influence Partners' resources (sales, presales, marketing funds etc) to sell HPE solutions

• Achieve key business metrics including Storage and aaS Indirect order targets

• Formulate strategies to retain and develop Partners through loyalty programs, regular engagement and JGTM initiatives

• Acquire competitive Partners through technology evangelism, increased engagement, enablement, competitive takeout initiatives and JGTM initiatives. Include monthly calendar of activities and stakeholder alignment to build and strengthen HPE-Partner relationship

• Be a trusted partner to support their transformation to aaS selling and drive aaS opportunities

• Develop JGTM initiatives aligned to HPE's and Partners' priorities with a specialized focus to grow Storage and aaS. Set clear goals and continuously track program effectiveness.

• Include BU, Marketing and Presales where appropriate in the planning and execution of JGTM initiatives. Foster collaborative selling by facilitating account mapping process between Partner and HPE Sales teams

• Champion strategic initiatives aligned with Partners' focus to grow SMB and Commercial business.

• Drive demand gen activities with select Partners to generate incremental HPE Storage and aaS pipeline and sales closure

• Build quarterly business plans and regular reviews with top Partners to ensure initiatives are executed timely and goals are met

• Create pull Marketing campaigns in collaboration with BU and Marketing, focusing on Storage and aaS Operational Excellence

• Responsible for forecasting, pipeline management, sales cadence on a weekly basis

• Drive the execution of HPE activities with the Partners, leveraging Distributors, Specialists, Presales, Marketing when needed, including sales cadence, enablement, Marketing campaigns, business planning, forecasting and partner engagements. Ensure goals for respective initiatives are met.

• Coach Partner teams in the execution of all sales and enablement programs/activities, ensuring adherence to HPE's SBC requirements, guidelines and any legal obligations

Education and Experience:

• University or Bachelor's degree preferred, or equivalent experience.
• Typically 6-10+ years of selling experience at end-user account or partner level.
• Experience selling to partners in a complex environment.

Knowledge and Skills:

• Technology Acumen: Thorough awareness of current technology trends and related HPE strategy and ability to articulate same to Partner.
• Sales Acumen: Able to influence the partner to take actions that create increased value to HPE. Effectively exercises selling skills such as identifying potential opportunities, utilizing appropriate sales platforms and resources, and formulating and proposing solutions with the goal of expanding HPE's business. Acts with a sense of urgency to build strong customer relationships and drive solutions for the partner.
• Account Management: Thorough understanding of business and financial fundamentals to develop strategic plans with the partner that are aligned to customer and HPE strategies, creating increased business opportunities and value for HPE.
• Portfolio Knowledge: Thorough understanding of HPE products and how they can deliver value to customers in contrast to HPE's competitors. Ability to select the best product for the customer's needs, maximizing value for both the customer and HPE. Trend-setter for new HPE products and initiatives, focusing on driving sales of newer, high-margin products and solutions to the customer.
• Partner Industry Acumen: Thorough understanding of Partner industry, trends, competitors, and the channel. Considered a subject matter expert for the Partner industry.
• Partnering Acumen: Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts. Thorough understanding of the Partner's relationships and needs.
• Negotiation and Conflict Management: Ability to achieve agreement within business contexts, and resolve issues so that every party is satisfied.
• Financial Acumen: Thorough understanding of financial accounting concepts such as income statements, balance sheets, revenue projections, etc. to assess customer financial health, identify potential risks, and position value propositions of HPE solutions.
• Sales Forecasting: Ability to look forward and anticipate partner needs, proactively forecasting sales quota and effectively bridging sales gaps.
• Communication: Professional, clear, and effective verbal and written communication.
• Time Management: Ability to prioritize and effectively meet deadlines.
• Creativity and Entrepreneurship: Ability to innovate, think beyond proscribed solutions, and take proactive steps to advance HPE sales efforts.

Impact/Scope:

• Responsible for accounts with a mid-level range of annual revenue
• Assigned average or higher size quota.

Complexity:

• Primary focus for partner sales on SMB segment.
• Focus on partners with mid-level HPE specialization and commitment.

Additional Skills:

Accountability, Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

What We Can Offer You:

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

Let's Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

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Job:

Sales

Job Level:

Expert

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.

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