Distribution Business Manager

Distribution Business ManagerThis 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 account or partner level.
• Background in networking products or IT Infrastructure is preferred.

Knowledge and Skills:

• Self & Result Oriented/Driven: Ability to meet and exceed business objectives; Proactive, confident and resilient in managing dynamic channel environment; develop strategic plans to grow and accelerate business and increase company's share of wallet within the Distributors organization.
• Communication: Excellent verbal and written communication skills in English, confident in presentation to all stakeholders at all levels; ability to motivate partner's sales force.
• Industry/Product Knowledge: Deep understanding of the IT industry, competing vendors, and the channel landscape. Deep understanding of the company's products, software, and services networking knowledge. Ability to communicate the strengths of company's offerings relative to competition and overcome objections.
• Analytical: Above average Microsoft Excel skills for business analysis, sales forecasting and reporting. Strong analytical thinking skills with a solution-driven and creative mindset for problem solving.
• Time Management: Ability to manage multiple projects/scenarios ad a strong sense of ownership and accountability. Ensure timely submission of reports and meeting attendance.
• Operational Excellence: Deep understanding of the company's organization & operational processes, including key business policies & rules, order and shipment processes, pipeline management and healthy channel inventory to ensure smooth business continuity and success.

Additional Skills:

Accountability, Accountability, Active Learning, 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:

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Job:

Sales

Job Level:

Specialist

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.

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