Partner Business Manager - HPE Financial Services (Arizona)

Hewlett Packard Enterprise•Yuma, AZ

7d•$178,500 - $420,000•Hybrid

About The Position

Hewlett Packard Enterprise Financial Services is seeking a Partner Business Manager to support Insight, a focus partner. The role is based in Arizona and involves working primarily from an HPE partner or customer office, with regular visits to partner customers. The manager supports complex partner discussions concerning product, service, and software transitions, promotions, and configurations; develops business opportunities and sales growth; and builds strategic relationships that create long-term opportunities for HPE. The position is described as hybrid in the job description, though its opening work-arrangement statement specifies onsite work primarily at a partner/customer office. The role is responsible for achieving sales quotas, managing partner account plans and deal pipelines, and coordinating sales efforts across HPE teams and business groups. It also supports partner compliance, business investment assessments, and, where applicable, distributor-led growth or recruitment of new partners.

Requirements

University or bachelor's degree.
Typically 5 or more years of leasing and/or channel experience.
Experience selling to partners in a complex environment.
Thorough understanding of the IT industry, competing vendors, and channel dynamics, including competitive positioning and business models.
Thorough understanding of HPE's organization and operations, business rules, go-to-market strategies, partner segmentation, programs, initiatives, structure, and business model.
Thorough understanding of HPE products, software, and services, and the ability to communicate their strengths relative to competitors and overcome objections.
Ability to build strategic relationships with partner decision makers, align partner and company processes, and promote company programs and offerings.
Ability to develop strategic plans with partners to grow business and company share.
Ability to collaborate effectively with others in an account to ensure coordinated account management.
Ability to motivate a partner's sales force.
Thorough understanding of pipeline management and the ability to explain its benefits to partners and sales team members.

Responsibilities

Serve as the partner expert on complex information regarding product, service, and software transitions, promotions, and configurations.
Promote HPE offerings as a key part of the partner's business and solutions, and support the partner in selling HPE offerings to end customers.
Establish and maintain account plans to promote sales growth.
Achieve assigned quotas for company products, services, and software.
Conduct transactional and relationship selling while influencing a team of sales professionals; physically visit partner customers at their offices.
Create, fill, and manage the company deal funnel with partners, turning potential leads into joint sales activities.
Engage HPE resources and senior executives to build strategic partner relationships and secure long-term business opportunities.
Provide business rationales and risk assessments for HPE investments in the partner.
Ensure partners comply with legal and SBC practices.
Potentially drive SOW growth with distributors managing small partners on behalf of HPE.
Potentially recruit and develop business relationships with new partners.
Develop strategic plans with the partner to grow the business and HPE's share.
Coordinate account management and sales efforts across HPE sales teams and business groups.