Partner Business Manager

Overview

Join to apply for the Digital Partner Business Manager role at Hewlett Packard Enterprise.

This 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

Digital Partner Business Manager

This role has been designed as onsite with an expectation that you will primarily work from an HPE partner/customer office.

Role Context

Serves as a trusted adviser to HPE's Partners and develops a mutually beneficial relationship in alignment with HPE business priorities. Drives end-to-end revenue, HPE profitability, and pipeline through joint business plans and data-driven sales efforts. Articulates both HPE global and local business strategies to effectively "sell with", "sell to", and "sell through" the Partner, creating a scalable selling ecosystem. Coordinates and executes HPE activities with the Partner, leveraging HPE specialists when needed. Aligns field sales to drive increased value to HPE for pipeline and revenue/profit growth while leveraging the partner ecosystem. Leads HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE. These jobs focus on selling to customers through the Partner as an extension of HPE's salesforce, typically through work that occurs outside HPE offices.

Education and Experience: Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

Responsibilities

• Serves as a trusted advisor to the Partner (e.g. Value Added Reseller (VAR), Distributor, SI, ISV, Managed Service Provider) on where to play within emerging trends in the Partner ecosystem in alignment with HPE business priorities. Works with the Partner to create a mutually beneficial plan for the future.
• Drives end-to-end HPE revenue, profitability, and pipeline by creating joint business plans and leading data-driven sales efforts with the Partner.
• Articulates both HPE global and local business strategies to effectively "sell with," "sell to," and "sell through" the Partner, creating a scalable selling ecosystem.
• Develops solid knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology and communicates value of the portfolios and solutions to better differentiate HPE from competitors.
• Demonstrates business and sales leadership by building mutually beneficial relationships with one or many Partners to grow HPE market share.
• Coordinates and executes HPE activities with the Partner, leveraging HPE specialists when needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements. Drives HPE marketing strategy through the customer.
• Drives and implements HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE.
• Tailors selling solutions to fit the needs of the partner's customer profile including HPE products, services and technology alliances to achieve assigned quota.
• May recruit and develop business relationships with new partners, working to increase partner commitment to HPE.
• May spend time monitoring Partner sales floor to help develop pipeline.
• Works to ensure that partners are aware of, and compliant with, HPE's SBC requirements for Partners, including applicable legal obligations.

Education And Experience

• University or Bachelor's degree preferred, or equivalent experience.
• Typically 4-8+ years of selling experience.
• Solid experience in selling to partners desired.

Knowledge And Skills

• Technology Acumen: Solid awareness of current technology trends and related HPE strategy and ability to articulate same to Partner.
• Sales Acumen: Ability to influence the partner to take actions that create increased value to HPE. Effectively exercises selling skills and builds strong customer relationships.
• Account Management: Solid understanding of business and financial fundamentals to develop strategic plans with the partner that are aligned to customer and HPE strategies.
• Portfolio Knowledge: Solid understanding of HPE products and how they can deliver value to customers.
• Partner Industry Acumen: Solid 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.
• Financial Acumen: Understanding of financial concepts to assess customer financial health and position value propositions.
• Sales Forecasting: Ability to forecast sales and bridge gaps.
• Communication: Professional, clear, and effective verbal and written communication.
• Time Management: Ability to prioritize and meet deadlines.
• Creativity and Entrepreneurship: Ability to innovate and advance HPE sales efforts.

What We Can Offer You

Health & Wellbeing: We provide a comprehensive suite of benefits supporting physical, financial and emotional wellbeing.

Personal & Professional Development: We invest in your career with programs to reach your goals.

Unconditional Inclusion: We are unconditionally inclusive and value varied backgrounds. We offer flexibility to manage work and personal needs. We thrive together as a force for good.

EEO and Employment Details

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 decisions are based on qualifications, merit, and business need. Our goal is to be one global team representative of our customers in an inclusive environment where we can innovate and grow together. Equal Employment Opportunity

Hewlett Packard Enterprise is an EEO Protected Veteran/ Individual with Disabilities. HPE complies with laws related to employer use of arrest and conviction records, including those requiring consideration of qualified applicants with criminal histories.

Job: Sales

Job Level: Specialist

Employment type: Full-time

Industries: IT Services and IT Consulting

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