GSI Digital Partner Account manager (DPAM) - North America

Hewlett Packard Enterprise • Berkeley Heights, NJ

17d • Hybrid

About The Position

Hewlett Packard Enterprise (HPE) is seeking a GSI Digital Partner Account Manager (DPAM) to support their office in Berkeley Heights, NJ. This role is designed as 'Hybrid,' requiring an average of two days per week in an HPE office. HPE is a global edge-to-cloud company focused on helping organizations connect, protect, analyze, and act on their data and applications wherever they reside, from the edge to the cloud. The company fosters a culture of innovation, values diverse backgrounds, and offers flexibility for work-life balance.

Requirements

• University or Bachelor's degree preferred.
• Typically 5-8 years of selling experience at end-user account or partner level.
• Solid experience in selling products and services.
• Understands relationship/value partner management requirements - solution focus, alliance building and resourcing.
• Good understanding of end-user needs with regards to the BU.
• Leverage consultative selling in account to identify opportunities.
• Partner effectively with others in the account to ensure coordinated efficient account management.
• Advocate for client needs in negotiating sales & troubleshooting solution delivery issues.
• Actively manage the account to protect & grow company's business.
• Forecasting, planning and reporting skills in relation to partner/alliance deals.
• Shape offers in pursuit of new business and/or portfolio enhancement.
• Solid understanding of the IT industry, competing vendors, and the channel.
• Solid 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.
• Solid understanding of many of company's products, software, and services.
• Able to communicate the strengths of company's offerings, and overcome objections.
• Effectively sells company offerings by building strategic relationships with partner decision makers; and promoting company programs and offerings.

Responsibilities

• Influences large account sales teams to partner for near-term revenue growth.
• Develops joint relationships, initiatives, and programs for long-term sustained account success.
• Develops, nurtures, and maintains strong business relationships with Alliance Partners.
• Creates, fills-in, and manages the company funnel for deals with partners and transforms potential leads into joint sales activities.
• Coordinates the input of specialists to assess opportunities and make recommendations.
• Advocates the Alliance perspective internally and troubleshoots inhibitors to effective selling or fulfillment.
• Ensures appropriate resources, sales awareness, and technical certification are in place for successful implementation of joint initiatives.
• Creates, fills-in, and manages the company funnel for deals with SI/O/ISVs by generating leads for partners and for the company in all business areas and customer segments.
• Develops account plans with partners to grow the company's share of the business.
• Partners effectively with others in the account to ensure coordinated and efficient account management.
• Ability to motivate partner's sales force.

Benefits

• Health & Wellbeing comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
• Personal & Professional Development programs catered to helping you reach any career goals.
• Unconditional Inclusion

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: Associate degree