Partner Business Manager

Hewlett Packard Enterprise•Chicago, IL

4d•$178,500 - $420,000•Onsite

About The Position

The Partner Business Manager serves as a trusted adviser to HPE partners, building 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 selling, and articulates HPE's global and local strategies to help partners sell with, to, and through HPE. The position develops knowledge of partner priorities, industry trends, IT landscapes and investment strategies, HPE priorities, and HPE technology to differentiate HPE's portfolio and solutions from competitors. The role coordinates HPE activities with partners, using HPE specialists when needed, and aligns field sales teams to increase pipeline, revenue, and profit. It leads HPE strategies, programs, and systems with and on behalf of partners to accelerate financial outcomes and strengthen partner loyalty. The work focuses primarily on selling to customers through partners as an extension of HPE's salesforce and typically takes place outside HPE offices. The position's primary focus is partner sales in the SMB segment, with partners that have mid-level HPE specialization and commitment. It is responsible for accounts with a mid-level range of annual revenue and an average-or-higher quota.

Requirements

Typically 6+ years of selling experience at an end-user account or partner level.
Experience selling to partners in a complex environment.
Thorough awareness of current technology trends and related HPE strategy, with the ability to explain them to partners.
Ability to influence partner actions that create increased value for HPE and to identify opportunities, use sales platforms and resources, and formulate and propose solutions.
Ability to build customer relationships with urgency and drive solutions for partners.
Understanding of business and financial fundamentals sufficient to develop partner strategic plans aligned with customer and HPE strategies.
Thorough understanding of HPE products, their customer value compared with competitors, and how to select appropriate products for customer needs.
Understanding of the partner industry, its trends, competitors, and channel; ability to serve as a subject matter expert on the partner industry.
Ability to build relationships across partner and internal communities and integrate sales engagement efforts.
Ability to negotiate agreements and resolve conflicts so that parties are satisfied.
Understanding of financial accounting concepts, including income statements, balance sheets, and revenue projections.
Ability to anticipate partner needs, forecast sales quota, and bridge 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, is preferred.
Thorough knowledge of HPE priorities, technology, and portfolios.
Experience driving sales of newer, high-margin products and solutions.

Responsibilities

Advise partners, including VARs, distributors, systems integrators, ISVs, and managed service providers, on opportunities in emerging ecosystem trends that align with HPE business priorities.
Work with partners to create mutually beneficial plans for the future.
Drive HPE revenue, profitability, and pipeline through joint business plans and data-driven sales efforts.
Communicate HPE global and local business strategies to support selling with, to, and through partners and build a scalable selling ecosystem.
Tailor solutions to influence the broader partner ecosystem and meet partner customer-profile needs, including HPE products, services, and technology alliances, while achieving assigned quota.
Build executive-level relationships with partners to grow HPE market share.
Coordinate and execute partner activities, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements, leveraging HPE specialists when needed.
Drive HPE marketing strategy through the customer.
Lead account mapping with partners and HPE Sales teams to align field sales.
Promote pipeline, revenue, and profit growth by leveraging the partner ecosystem.
Lead and implement HPE strategy, programs, and systems with and on behalf of partners to accelerate financial outcomes and build partner loyalty.
Influence partners to increase the number of sellers, Solution Architects, and other resources focused on HPE's portfolio.
May recruit and develop relationships with new partners and increase their commitment to HPE.
May monitor a partner's sales floor to help develop pipeline.
Help ensure partners know and comply with HPE's SBC requirements, including applicable legal obligations.