Partner Business Manager (Arizona)

Hewlett Packard Enterprise • Yuma, AZ

2d • Hybrid

About The Position

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. HPE Financial Services is seeking a Partner Business Manager to support one of our focus partners, Insight. This is a US based, hybrid role, based in Arizona.

Requirements

• University or Bachelor's degree.
• Typically 5+ years of leasing and/or channel experience.
• Experience selling to partners in a complex environment.
• Thorough understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
• Thorough understanding of company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
• Thorough understanding of company's products, software, and services.
• Able to communicate the strengths of company's offerings relative to competition, and overcome objections.
• Effectively sells company offerings by building strategic relationships with partner decision makers; aligning partner and company processes; and promoting company programs and offerings.
• Develops strategic plans with the partner to grow the size of the business and company's share.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Ability to motivate partner's sales force.
• Coordinates and directs efforts across company sales teams and across business groups.
• Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members.

Responsibilities

• Serves as the expert to the partner for extremely complex information regarding product, services, and software transitions, promotions, and configurations.
• Promotes company offerings to become a key part of the partner's business and solutions; May be brought by partner to sell company brand to end-customers.
• Establishes and maintains account plans to promote sales growth.
• Achieves assigned quota for company products, services and software.
• Transactional and relationship selling within, and influencing, a team of selling professionals; physically visits partner customers at their offices.
• Creates, fills-in and manages company funnel for deals with partners and transforms potential leads into joint sales activities.
• Actively engages company resources and senior executives to build strategic relationships with the partner which ensures long-term business opportunities for company.
• Provides the business rationale and risk assessment for making company investments in the partner.
• Ensures partners are compliant with legal and SBC practices.
• May drive SOW growth with distributors who are managing small partners on behalf of company.
• May recruit and develop business relationship with new partners.

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive