Partner Business Manager- Indirect Sales & Channels

HPE•San Jose, CA

1d•Hybrid

About The Position

Serves as a trusted adviser to the Partner and develops a mutually beneficial relationship in alignment with HPE business priorities. Drives end-to-end revenue, HPE profitability, and pipeline through joint business plans and data-driven sales efforts. Articulates both HPE global and local business strategies to effectively “sell with”, “sell to”, and “sell through” the Partner, creating a scalable selling ecosystem. Develops knowledge of Partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology to differentiate HPE from competitors. Coordinates and executes HPE activities with the Partner, leveraging HPE specialists when needed. Aligns field sales to drive increased value to HPE for pipeline and revenue/profit growth while leveraging the collective strength of the partner ecosystem. Leads HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE. These jobs focus on selling to customers through the Partner as an extension of HPE's salesforce, typically through work that occurs outside HPE offices. Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

Requirements

University or Bachelor's degree preferred, or equivalent experience.
Typically 2-4 years of selling experience.
Solid experience in selling to partners desired.
Knowledge in Salesforce, Order entry systems (S4), Excel, order fulfillment (order tracking), Advanced English.
Solid 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.
Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts.
Solid understanding of the Partner's relationships and needs.
Solid 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.
Responsible for accounts with a mid-level range of annual revenue
Assigned average or higher size quota.
Primary focus for partner sales on SMB segment.
Focus on partners with mid-level HPE specialization and commitment.

Responsibilities

Serves as a trusted advisor 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.
Develops solid 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 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 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.
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.
Works to ensure that partners are aware of, and compliant with, HPE's SBC requirements for Partners, including applicable legal obligations.