ePlus Partner Business Manager

Hewlett Packard Enterprise•New York, NY

13d•$178,500 - $420,000•Remote

About The Position

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: Serves as a trusted adviser to the Partner and builds a mutually beneficial relationship aligned with HPE business priorities. Drives end-to-end revenue, HPE profitability, and pipeline through joint business plans and data-driven sales efforts. Develops deep knowledge of Partner priorities, industry trends, the IT landscape, IT investment strategy, HPE priorities, and HPE Technology to differentiate HPE from competitors. Coordinates and executes HPE activities with the ePlus, leveraging HPE specialists as needed. Aligns field sales to drive greater value for HPE in 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 ePlus to ensure accelerated financial outcomes and build partner loyalty to HPE. This role focuses on selling to customers through ePlus as an extension of HPE's salesforce, typically through work conducted outside HPE offices.

Requirements

University or Bachelor's degree preferred, or equivalent experience.
Typically, 8+ years of partner selling experience
Experience selling to partners in a complex environment.
Experience working with and through ePlus
Technology Acumen: Thorough awareness of current technology trends and related HPE strategy, with the ability to articulate them to ePlus.
Sales Acumen: Able to influence the partner to take actions that create greater value for HPE. Effectively exercises selling skills such as identifying potential opportunities, utilizing appropriate sales platforms and resources, and formulating and proposing solutions to expand HPE's business. Acts with a sense of urgency to build strong customer relationships and drive solutions for the partner.
Account Management: Thorough understanding of business and financial fundamentals to develop strategic plans with the partner that align with customer and HPE strategies, creating increased business opportunities and value for HPE.
Portfolio Knowledge: Thorough understanding of HPE products and how they deliver value to customers compared with HPE's competitors. Ability to select the best product for the customer's needs, maximizing value for both the customer and HPE. Trendsetter for new HPE products and initiatives, focused on driving sales of newer, high-margin products and solutions to the customer.
Partner Industry Acumen: Thorough understanding of the Partner industry, trends, competitors, and the channel. Considered a subject matter expert in the Partner industry.
Partnering Acumen: Builds understanding of and relationships with the partner and the internal community across all types and levels of the business, integrating sales engagement efforts. Thorough understanding of the partner's relationships and needs.
Negotiation and Conflict Management: Ability to reach agreement in business contexts and resolve issues so that every party is satisfied.
Financial Acumen: Thorough understanding of financial accounting concepts, including income statements, balance sheets, and revenue projections, to assess customer financial health, identify potential risks, and position HPE solutions' value propositions.
Sales Forecasting: Ability to look ahead and anticipate partner needs, proactively forecast the sales quota, and effectively bridge sales gaps.
Communication: Professional, clear, and effective in both verbal and written communication.
Time Management: Ability to prioritize and meet deadlines effectively.
Creativity and Entrepreneurship: Ability to innovate, think beyond prescribed solutions, and take proactive steps to advance HPE sales.

Responsibilities

Serves as a trusted advisor and expert to ePlus on where to play within emerging trends in the Partner's ecosystem, aligned with HPE business priorities. Works ePlus to create a mutually beneficial plan for the future.
Drives end-to-end HPE revenue, profitability, and pipeline by developing joint business plans and leading data-driven sales efforts with ePlus.
Develops a thorough understanding of ePlus’s priorities, industry trends, the IT landscape, IT investment strategy, HPE priorities, and HPE Technology, and communicates the 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 ePlus to grow HPE’s market share.
Coordinates and executes HPE activities with ePlus, leveraging HPE specialists as needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements.
Drives the account mapping process with the ePlus and HPE Sales teams to align field sales. Promotes greater value for HPE by driving 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 ePus to ensure accelerated financial outcomes and build Partner loyalty to HPE. Influences ePlus to drive an increased number of sellers, Solution Architects, and other Partner resources to the HPE portfolio.
Tailors solutions to fit the needs of ePlus’s customer profile, including HPE products, services, and technology alliances, to achieve the assigned quota.
Recruit and develop business relationships with new partners 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.