Federal Partner Business Manager

Hewlett Packard Enterprise • Columbia, WA

8d • Onsite

About The Position

Hewlett Packard Enterprise (HPE) is seeking a Federal Partner Business Manager to serve as a trusted advisor to partners within the federal ecosystem. This role is designed to drive end-to-end revenue, HPE profitability, and pipeline through joint business plans and data-driven sales efforts. The Federal Partner Business Manager will articulate HPE's global and local business strategies to effectively "sell with," "sell to," and "sell through" partners, creating a scalable selling ecosystem. This position requires a deep understanding of partner priorities, industry trends, the IT landscape, IT investment strategies, HPE priorities, and HPE Technology to differentiate HPE from competitors. The role involves coordinating and executing HPE activities with partners, leveraging HPE specialists as needed, and aligning field sales to drive increased value for HPE. The Federal Partner Business Manager will lead HPE strategy, programs, and systems with and on behalf of the partner to ensure accelerated financial outcomes and build partner loyalty to HPE. This role is primarily based onsite at HPE partner/customer offices and requires the individual to be located within the DMV region (DC, VA, MD) within a 1-hour driving distance of DC to support Federal Business.

Requirements

• 8+ years of selling experience within the federal ecosystem at end-user account or partner level.
• This role will be supporting partners that focus on Federal business.
• 5+ years of working in Federal partner space.
• 5+ years of experience hunting new business and developing existing business, which includes selling to C-suite.
• 5+ years of presenting to medium to large-size audiences, including C-suite.
• This role requires someone located within the DMV region (DC, VA, MD) within 1 hour driving distance of DC, as this will be supporting Federal Business.
• University or Bachelor's degree; advanced degree or MBA preferred, or equivalent experience.
• Thorough awareness of current technology trends and related HPE strategy and ability to articulate same to Partner.
• 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 customer relationships and drive solutions for the partner.
• Thorough understanding of business and financial fundamentals to develop strategic plans with the partner that are aligned to customer and HPE strategies, creating increased business opportunities and value for HPE.
• 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 both the customer and HPE.
• Trend-setter for new HPE products and initiatives, focusing on driving sales of newer, high-margin products and solutions to the customer.
• Thorough understanding of Partner industry, trends, competitors, and the channel.
• Considered a subject matter expert for the Partner industry.
• Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts.
• Thorough understanding of the Partner's relationships and needs.
• Ability to achieve agreement within business contexts, and resolve issues so that every party is satisfied.
• Thorough 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.
• Ability to look forward and anticipate partner needs, proactively forecasting sales quota and effectively bridging sales gaps.
• Professional, clear, and effective verbal and written communication.
• Ability to prioritize and effectively meet deadlines.
• Ability to innovate, think beyond proscribed solutions, and take proactive steps to advance HPE sales efforts.

Nice To Haves

• Advanced degree or MBA preferred

Responsibilities

• Serves as a trusted advisor and expert to the Partner (e.g. Value Added Reseller (VAR), Distributor, SI, ISV, Managed Service Provider) on where to play within emerging trends in Partner's 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.
• Tailors solutions to influence the broader Partner ecosystem.
• Develops thorough 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, executive-level 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 account mapping process with the Partner and HPE Sales teams to align field sales.
• Promotes increased value to HPE for pipeline and revenue/profit growth while leveraging the collective strength of the partner ecosystem.
• Leads 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.
• Influences Partner to drive increased number of sellers, Solution Architects, and other Partner resources to HPE portfolio.
• 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.

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: Senior