Partner Business Manager

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week 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

Serves as a trusted adviser to the Partner 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. Develops knowledge of Partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology to differentiate HPE from competitors. 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 collective strength of 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.

Responsibilities

• Serves as the expert to the partner for extremely complex information regarding product, services, and software transitions, promotions, and configurations.
• Promotes company offerings to become a key part of the partner's business and solutions; May be brought by partner to sell company brand to end-customers.
• Establishes and maintains account plans to promote sales growth.
• Achieves assigned quota for company products, services and software.
• Transactional and relationship selling within, and influencing, a team of selling professionals; physically visits partner customers at their offices.
• Creates, fills-in and manages company funnel for deals with partners and transforms potential leads into joint sales activities.
• Actively engages company resources and senior executives to build strategic relationships with the partner which ensures long-term business opportunities for company.
• Provides the business rationale and risk assessment for making company investments in the partner.
• Ensures partners are compliant with legal and SBC practices.
• May drive SOW growth with distributors who are managing small partners on behalf of company.
• May recruit and develop business relationship with new partners.

Education and Experience Required

• University or Bachelor's degree.
• Typically 8-12 years of selling experience at end-user account or partner level.
• Experience selling to partners in a complex environment.

Knowledge and Skills

• Thorough understanding of the IT industry, competing vendors, and the channel.
• Dimensions include competitive positioning and business models.
• Thorough understanding of company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
• Thorough understanding of company's products, software, and services.
• Able to communicate the strengths of company's offerings relative to competition, and overcome objections.
• Effectively sells company offerings by building strategic relationships with partner decision makers; aligning partner and company processes; and promoting company programs and offerings.
• Develops strategic plans with the partner to grow the size of the business and company's share.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Ability to motivate partner's sales force.
• Coordinates and directs efforts across company sales teams and across business groups.
• Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members.

Additional Skills

• 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
• Long Term Planning
• Managing Ambiguity

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.

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.