Partner Account Manager – Networking

Hewlett Packard Enterprise•Washington, DC

5d•$113,000 - $259,500•Remote

About The Position

The Partner Account Manager serves as a trusted adviser to partners and develops mutually beneficial relationships aligned with HPE business priorities. The role drives end-to-end revenue, profitability, and pipeline through joint business plans and data-driven sales efforts. It communicates HPE’s global and local strategies to support selling with, to, and through partners, building a scalable selling ecosystem. The position develops knowledge of partner priorities, industry trends, IT landscapes, investment strategies, HPE priorities, and HPE technology to differentiate HPE’s products and solutions. It coordinates HPE activities with partners and internal specialists, aligns field sales efforts, and implements HPE strategies, programs, and systems to accelerate financial outcomes and partner loyalty. The role primarily focuses on partner sales in the SMB segment, handling local and country accounts with low- to mid-level annual revenue and HPE specialization or commitment. It is designated Remote/Teleworker, with work primarily performed from home.

Requirements

Typically 3 or more years of selling experience.
Experience developing positive relationships and solving customer problems.
Awareness of current technology trends and related HPE strategy, with the ability to articulate them to partners.
Ability to influence partners, identify opportunities, use sales platforms and resources, formulate solutions, build customer relationships, and drive solutions for partners.
Understanding of business and financial fundamentals to develop strategic partner plans aligned with customer and HPE strategies.
Understanding of HPE products and their customer value relative to competitors, and ability to select products suited to customer needs.
Understanding of partner industries, trends, competitors, and the channel.
Ability to build relationships with partners and internal teams across business levels and integrate sales engagement efforts.
Understanding of financial accounting concepts, including income statements, balance sheets, and revenue projections.
Ability to anticipate partner needs, forecast sales quota, and address sales gaps.
Professional, clear, and effective verbal and written communication.
Ability to prioritize work and meet deadlines.
Ability to innovate, think beyond prescribed solutions, and proactively advance sales efforts.

Nice To Haves

University or bachelor’s degree, or equivalent experience.

Responsibilities

Provide partners with resources and guidance on opportunities in emerging trends in their ecosystems, aligned with HPE business priorities, and work with partners to create mutually beneficial plans.
Drive HPE revenue, profitability, and pipeline by implementing joint business plans and data-driven sales efforts with partners.
Articulate HPE global and local business strategies to support selling with, to, and through partners and create a scalable selling ecosystem.
Develop knowledge of partner priorities, industry trends, IT landscapes, investment strategies, HPE priorities, and HPE technology, and communicate the value of HPE portfolios and solutions.
Build mutually beneficial partner relationships to grow HPE market share.
Coordinate HPE activities with partners, including sales cadence, education, marketing, executive briefings, forecasting, business planning, and client engagements; drive HPE marketing strategy through the customer.
Implement HPE strategies, programs, and systems with and on behalf of partners to accelerate financial outcomes and build partner loyalty.
Tailor selling solutions to partner customer profiles using HPE products, services, and technology alliances to achieve assigned quota.
May recruit new partners and develop business relationships to increase partner commitment to HPE.
May monitor partner sales floors to help develop pipeline.
Help ensure partners are aware of and comply with HPE’s SBC requirements, including applicable legal obligations.