Partner Business Manager - Networking

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:

Develops and nurtures a strategic/mutually beneficial relationship with the partner or with a targeted set of resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) and their ecosystem partners to drive additional revenue with joint sales efforts. Coordinates all company activities with the partner, including education, marketing, executive briefings, business planning and client engagements. These jobs focus on selling to customers, typically through work that occurs outside the company offices.

Responsibilities:

• Serves as the expert to the partner for a wide range of complex information regarding product, services, and software transitions, promotions, and configurations.
• Integrates company offerings to become a key part of the partner's business and solutions; May be brought in by partner to sell company brand to end customers.
• Establishes and maintains account plans to promote sales growth
• Leverages partner solution stacks, partner intellectual property, and other capabilities (off-shore/near shore, etc.) to broaden the company footprint in targeted industries and/or customers.
• Achieves assigned quota for company products, services and software
• Transactional and relationship selling within, and directing, a team of selling professionals; physically visits partner customers at their offices.
• Grow the company business overall and the company's share of business by developing deep strategic relationships with partners.
• Creates, fills-in and manages the company's 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 the company.
• Provides the business rationale and risk assessment for making company investments in the partner.
• Works with largest partners accounts with a high strategic value or high risk to the company.
• Ensures that partners are compliant with legal and SBC practices
• May drive SOW growth with distributors who are managing partners on behalf of company.
• May recruit and develop business relationship with new partners.

Education and Experience Required:

• University or Bachelor's degree; advanced degree or MBA preferred, or equivalent experience.
• Typically 3-5+ years or more of selling experience at partner level.

Knowledge and Skills:

• All candidates should manage a high English level ( oral speaking and written)
• Deep understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
• Deep understanding of the 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.
• Deep understanding of the 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 senior management, principles and 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.
• Deep understanding of pipeline management discipline and ability to explain benefits to partners/sales teams.

#Li-Hybrid

Additional Skills:

What We Can Offer You:

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.

Let's Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

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HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.