Alliance Business Manager - System Integrators

Hewlett Packard Enterprise•Dallas, TX

70d•$194,500 - $456,500•Remote

About The Position

Develops and nurtures a strategic/mutually beneficial relationship with the partner or with a targeted set of resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) and their ecosystem partners to drive additional revenue with joint sales efforts. Works closely with business development colleagues and sales teams to increase awareness of alliance related opportunities, and engages with the appropriate HPE executive to build targeted strategic relationships to build long term business opportunities for the company. These jobs focus on selling to customers, typically through work that occurs outside HPE offices.

Requirements

University or Bachelor's degree; advanced degree or MBA preferred.
Typically 10+ years of selling experience at end-user account or partner level.
Experience as successful account/business manager, selling to CxO and decision-maker level.
Experience working with Alliances and Global System Integrators required
Leverages consultative presence in partner to identify opportunities.
Actively and proactively manages the partner to protect & grow company's business; coordinates all partner plans and funnel activities.
Aggressively shapes offers in pursuit of new business and/or portfolio enhancement.
Leadership skills to manage partner's sales force.
Develops account plans.
Executive engagement skills.
Deep understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
Deep understanding of the 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.
Deep understanding of the 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 senior management, principles and 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 the company's sales teams.

Responsibilities

Influences large account sales teams to partner for near-term revenue growth, while at the same time, develop joint relationships, initiatives and programs for long-term sustained account success.
Aligns closely with the regional alliance sales teams to ensure the identification, pursuit, closure, and tracking of customer opportunities to perpetuate the existing base of company revenue - engage in customer specific activities as needed.