Partner Business Manager

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 onfinding 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:

At Hewlett Packard Enterprise, we have exciting aspirations and a clear strategy for the future. As an edge-to-cloud platform as a service company, we are committed to bringing innovative solutions to life and creating unparalleled experiences. We\’re not just about technology though; we\’re about the perfect blend of technology, people, and economics to unlock the full potential of our partners and customers.

We believe in partner first at HPE. Partners are central to our strategy, and we actively invest in their success. We together drive growth, accelerate business outcomes and deepen joint customer relationships. HPE’s award winning partner programs are committed to providing partner experience excellence and the role of the Partner Business Manager is to maximise all elements of the partnership.

Join us in this exciting journey, where you’ll have the opportunity to work with a diverse and talented team, leading one of HPE’s largest partnerships, and bringing cutting-edge solutions to life making a real impact. Together, we will drive the future of technology and create a world where our partners can succeed like never before.

Role Responsibilities:

• Own and lead the relationship between HPE and one of our largest partners driving joint growth, executing business priorities and exceeding sales metrics
• Build and execute a mutually beneficial joint business plan, aligning to both parties strategy and priorities.
• Drive end-to end HPE revenue, profitability, pipeline and lead data-driven sales efforts with the Partner.
• Lead a team of HPE Specialists to coordinate and execute HPE activities with the Partner including sales cadence, enablement, marketing, executive briefings, proactive forecasting, business planning, and customer engagements.
• Articulate both HPE global and local business strategies to effectively \”sell with\” and \”sell through\” the Partner, creating a scalable selling ecosystem.
• Develop deep knowledge and be able to articulate partner priorities, industry trends, IT landscape, HPE priorities, and HPE solutions.
• Win brand preference within partner by communicating the value of the portfolio to differentiate HPE from competitors and maximising utilisation of HPE’s partner programmes and incentives.
• Champion the partner within HPE and ensure close alignment with the end user sales teams and leadership.
• Demonstrate business and sales leadership by building executive-level and decision-maker relationships to grow HPE market share.
• Tailor selling solutions and sales plays to fit the needs of the partner\’s customer profile including HPE portfolio and partner ecosystem solutions.
• Spend the majority of the working week within the partners offices to ensure HPE visibility and win hearts and minds.
• Work to ensure that partners are aware of, and compliant with, HPE\’s Standards of Business Conduct requirements for Partners, including applicable legal obligations.

Education and Experience:

• University or Bachelor\’s degree; advanced degree or MBA preferred, or equivalent experience.
• Typically 8-12+ years of partner selling experience with demonstrable success with a large VAR.
• Experience as successful account/business manager, selling to CxO and decision-maker level.

Knowledge and Skills:

• Technology Acumen: Deep awareness of current technology trends and 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 relationships and drive solutions for the partner.
• Account Management: Deep understanding of business and financial fundamentals to develop strategic plans with the partner that are aligned to their 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 the partner, customer and HPE.
• Partner Industry Acumen: Deep 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. Deep 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: Deep 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 prioritise and effectively meet deadlines.
• Creativity and Entrepreneurship: Ability to innovate, think beyond prescribed solutions, and take proactive steps to advance HPE sales efforts.

Complexity:

• Most strategic country, or regional accounts. Primary focus is highly strategic partners with the highest level of HPE specialization and commitment.

Impact/Scope:

• Responsible for the largest accounts with highest levels of annual revenue. Primary focus for partner sales on all market segments across all verticals. Typically assigned higher than average quota.

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.

#unitedkingdom #sales

Job:

Sales

Job Level:

Master

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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