Description
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.
As a Partner Business Manager, you will serve as a trusted adviser to the Partner and develop a mutually beneficial relationship in alignment with HPE business priorities. You will drive end-to-end revenue, HPE profitability, and pipeline through joint business plans and data-driven sales efforts.
Responsibilities:
- Serve as a trusted advisor and expert to the Partner on where to play within emerging trends in Partner's ecosystem in alignment with HPE business priorities.
- Drive end-to-end HPE revenue, profitability, and pipeline by creating joint business plans and leading data-driven sales efforts with the Partner.
- Articulate both HPE global and local business strategies to effectively "sell with," "sell to," and "sell through" the Partner, creating a scalable selling ecosystem.
- Develop thorough knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology and communicate value of the portfolios and solutions to better differentiate HPE from competitors.
- Demonstrate business and sales leadership by building mutually beneficial, executive-level relationships with one or many Partners to grow HPE market share.
- Coordinate and execute HPE activities with the Partner, leveraging HPE specialists when needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements.
- Drive account mapping process with the Partner and HPE Sales teams to align field sales.
- Lead and implement HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE.
Education and Experience:
- University or Bachelor's degree preferred, or equivalent experience.
- Typically 6+ years of selling experience at end-user account or partner level.
- Experience selling to partners in a complex environment.
- Experience working with Partners required.
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.
- Account Management: Thorough understanding of business and financial fundamentals to develop strategic plans with the partner that are aligned to customer and HPE strategies.
- Portfolio Knowledge: Thorough understanding of HPE products and how they can deliver value to customers in contrast to HPE's competitors.
- Partner Industry Acumen: Thorough understanding of Partner industry, trends, competitors, and the channel.
- Partnering Acumen: Builds understanding of and relationships with partner and internal community among all types and levels of the business.
- 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.
- 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.
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.
- Unconditional Inclusion: We are unconditionally inclusive in the way we work and celebrate individual uniqueness.