HPE Networking Channel Technology Acceleration Manager

Hewlett Packard Enterprise•Frisco, TX

2d•Remote

About The Position

HPE Networking Channel Technology Acceleration Manager This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home. 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: Take the next step to grow your career with this exciting and challenging opportunity to become a Senior Channel Product Manager in the WW HPE Networking Channel reporting to the Senior Director, Global HPE Networking Channel Technology Acceleration team. You will be responsible for contributing to incremental Channel sales growth through partners by managing the product lifecycle and strategy to create Channel offerings across our Networking Technology portfolio. This is a blended role of a product manager and a channel sales role to ensure our partners have the right training, end-to-end sales tools, and knowledge to execute strategic sales plays that you will produce, train, incent, and manage to drive top line business performance. You will work closely with the Networking Business Unit Product Line Management and Product Marketing teams to understand our product strategies, messaging and go-to-market model to deliver aligned Channel strategies and Sales Play offers to take to market through our Global Channel organization. The role that will require strong relationship building with many organizations within the Global Channel organization including regional sales teams as well as other organizations including Channel Marketing, Learning and Development, System Engineering and Finance. You will also be responsible for ensuring all offers represent the voice of our partners to meet customer outcomes that will drive successful execution. The key measures of success for this position are based on market understanding and competitive awareness; incorporating product management product segmentation and growth objectives; and charting the target partner, target customer, and relevant use cases to achieve the Channel Sales Growth targets. Multiple sales plays may be required in a given focus technology area to map against varying product families, partner types, and customer use cases. Strong leadership, influence and collaboration is essential to achieve the business outcomes for partner satisfaction and revenue growth based on aggressive sales and time to revenue goals. This role of this team is to drive >30% above run rate performance through highly orchestrated go-to-market delivery and execution. Defines high-impact, long-term business strategies. Partners with senior management to identify existing and new business opportunities, including Channel Sales solutions, plays and other growth strategies. Manages strategy and Channel Sales technology initiatives and participates in communicating the strategy to the client organization. Unique mastery and recognized authority on relevant subject matter knowledge including technologies, practices and methodologies. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-functional teams or projects that affect the organization's long-term goals and objectives. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function. Drives optimal execution and results to collaborate extensively across multiple organizations at a very senior level to drive commitment and alignment to the offers created by the WW HPE Networking Channel Technology Acceleration team.

Requirements

Relevant experience in product management and channel sales roles.
Minimum of 12 years of experience driving strategic, high impact and complex channel initiatives.
In-depth knowledge of product management, channel ecosystems and the networking industry.
Proven ability to lead cross functional and geographic teams to achieve results in a fast pace and demanding environment.
Excellent verbal and written communication and presentation skills.
Highly developed group facilitation and negotiation skills to influence stakeholders and build strong consensus required.
Strong relationship management and leadership skills, including collaborative team-building, partnering and strong problem-solving skills for conflict resolution required.
Strong planning, analytical and financial modeling skills.
Demonstrated ability to think strategically about complex issues and develop thoughtful recommendations and action plans.
Project management and strong organizational skills and attention-to-detail.
Self-starter with demonstrated ability to work independently and autonomously
Accountability
Accountability
Active Learning
Active Listening
Bias
Business Decisions
Business Development
Business Metrics
Business Performance
Business Strategies
Calendar Management
Coaching
Computer Literacy
Creativity
Critical Thinking
Cross-Functional Teamwork
Design Thinking
Empathy
Follow-Through
Growth Mindset
Intellectual Curiosity (Inactive)
Leadership
Long Term Planning
Managing Ambiguity
Personal Initiative

Nice To Haves

MBA or a Master Degree in business, technology, product marketing or relevant field of study - or equivalent practical experience.

Responsibilities

Channel Sales Play strategy: Lead and develop the Channel Sales Play strategy from conception, development and launch, that drives profitability.
Manage the roadmap, create requirements, and oversee the development of new Channel Sales Play offers to help channel partners drive incremental sales growth through cross-selling, expansion and new logo business.
Sales execution: Develop and execute channel sales strategies and technology solutions with Sales Play offers and analyze channel sales performance to identify areas for improvement.
Voice of the Partner: Build and maintain strong, collaborative relationships with partners for ongoing feedback to contribute to continuous improvement of the Channel Sales Play offers.
Market and customer focus: Understand partner and customer needs, analyze market trends, and develop strategies to increase sales through the channel.
Support the execution of the worldwide channel sales play strategy across all geo’s.
Establish operating metrics / performance standards for each sales play offer.
Track business results and performance metrics against the stated objectives.
Lead initiatives to evolve the Channel Sales Offers for maximum efficiency, growth, partner satisfaction and specified business results.
Create and manage Channel Sales plays for competitive attack and support of new partner recruitment programs.
Research the competitive environment and industry trends to assess new developments that impact the channel sales plays and publish insights for use in strategic planning.
Utilize a structured and pragmatic product management framework to deliver consistent, repeatable and scalable offers to market across the Networking portfolio.
Consults with business executives on a wide range of issues related to the strategy formulation, including risk management and new growth opportunities
Provides thought leadership and contributes to expanding the knowledge base within area of expertise which includes developing new methods, techniques and criteria for developing strategy analysis and recommendations.
Work with the Channel Sales Geos to understand geo-based requirements that need to be incorporated across the partner journey for success for continual improvement.
Work with Marketing to develop essential marketing assets for partner success such as strategic messaging, value propositions, demand-gen campaigns, competitive information, etc for each Channel Sales Play.
Collaborate cross-functionally to foster strong relationships, create aligned strategies, ensure readiness and drive execution to plan with stakeholder support/buy-in.
Provide requirements for scalable PAM and partner enablement of Channel Sales Plays, ensure readiness of training and track success for PAMs, Partners and Networking Programs Team.
Drive adoption of plays through internal leaderboards, contests, and ongoing communications to keep sales plays top-of-mind with Channel Sales and partners.
Track KPIs for success across partner journey for each Channel Sales Plays.

Benefits

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.

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