Partner Sales Manager

Hewlett Packard Enterprise advances the way people live and work. We bring together the brightest minds to create breakthrough technology solutions, helping our customers make their mark on the world.

Serves as a trusted adviser to the Partner and develops a mutually beneficial relationship in alignment with HPE business priorities. Drives end-to-end revenue, HPE profitability, and pipeline through joint business plans and data-driven sales efforts. Articulates both HPE global and local business strategies to effectively “sell with”, “sell to”, and “sell through” the Partner, creating a scalable selling ecosystem. Develops knowledge of Partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology to differentiate HPE from competitors. Coordinates and executes HPE activities with the Partner, leveraging HPE specialists when needed. Aligns field sales to drive increased value to HPE for 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 the Partner to assure accelerated financial outcomes and build partner loyalty to HPE. These jobs focus on selling to customers through the Partner as an extension of HPE’s salesforce, typically through work that occurs outside HPE offices.

A day in the life of...

• Serves as a trusted advisor to the Partner (e.g. Value Added Reseller (VAR), Managed Service Provider) on where to play within emerging trends in Partner’s ecosystem in alignment with HPE business priorities. Works with the Partner to create a mutually beneficial plan for the future.

• Drives end-to end HPE revenue, profitability, and pipeline by creating joint business plans and leading data-driven sales efforts with the Partner.

• Articulates both HPE global and local business strategies to effectively ’sell with,’ sell to,’ and ’sell through" the Partner, creating a scalable selling ecosystem.

• Develops solid knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology and communicates value of the portfolios and solutions to better differentiate HPE from competitors.

• Demonstrates business and sales leadership by building mutually beneficial relationships with one or many Partners to grow HPE market share.

• Coordinates and executes HPE activities with the Partner, leveraging HPE specialists when needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements. Drives HPE marketing strategy through the customer.

• Drives and implements HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE.

• Tailors selling solutions to fit the needs of the partner’s customer profile including HPE products, services and technology alliances to achieve assigned quota.

• May spend time monitoring Partner sales floor to help develop pipeline and support Partner in unattended deals in SMB segment.

• Works to ensure that partners are aware of, and compliant with, HPE’s SBC requirements for Partners, including applicable legal obligations.

Education and Experience

• University or Bachelor’s degree preferred, or equivalent experience.

• Typically 4-8+ years of selling experience.

• Solid experience in selling to partners desired.

Knowledge and Skills

• Sales Acumen: Able to influence the partner to take actions that create increased value to HPE. Effectively exercises selling skills such as identifying potential opportunities, utilizing appropriate sales platforms and resources, and formulating and proposing solutions with the goal of expanding HPE’s business. Acts with a sense of urgency to build strong customer relationships and drive solutions for the partner.

• Account Management: Solid understanding of business and financial fundamentals to develop strategic plans with the partner that are aligned to customer and HPE strategies, creating increased business opportunities and value for HPE.

• Portfolio Knowledge: Solid understanding of HPE products and how they can deliver value to customers in contrast to HPE’s competitors. Ability to select the best product for the customer’s needs, maximizing value for both the customer and HPE.

• Partner Industry and Technology Acumen: Solid understanding of Partner industry, trends, competitors, and the channel.

• Partnering Acumen: Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts. Solid understanding of the Partner’s relationships and needs.

• Sales Forecasting: Ability to look forward and anticipate partner needs, proactively forecasting sales quota and effectively bridging sales gaps.

• Communication: Professional, clear, and effective verbal and written communication.

• Time Management: Ability to prioritize and effectively meet deadlines.

• Creativity and Entrepreneurship: Ability to innovate, think beyond proscribed solutions, and take proactive steps to advance HPE sales efforts.

Join us and make your mark!

We offer:

• A competitive salary and extensive social benefits
• Diverse and dynamic work environment
• Work-life balance and support for career development
• An amazing life inside the element! Want to know more about it?

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HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

This role has been designated as ‘Edge’, which means you will primarily work outside of an HPE office