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Company

Hewlett Packard Enterprise · 4 hours ago

Partner Business Manager

San Diego, CA

Full-time

Remote

Senior Level

$171K/yr - $402K/yr

6+ years exp

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Responsibilities

Serves as a trusted advisor and expert to the Partner (e.g. Value Added Reseller (VAR), Distributor, SI, ISV, 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. Tailors solutions to influence the broader Partner ecosystem.

Develops thorough 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, executive-level 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 account mapping process with the Partner and HPE Sales teams to align field sales. Promotes increased value to HPE for 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 the Partner to assure accelerated financial outcomes and build partner loyalty to HPE. Influences Partner to drive increased number of sellers, Solution Architects, and other Partner resources to HPE portfolio.

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 recruit and develop business relationships with new partners, working to increase partner commitment to HPE.

May spend time monitoring Partner sales floor to help develop pipeline.

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

Qualification

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Technology AcumenSales AcumenAccount ManagementFinancial AcumenSales ForecastingConflict ManagementPartner Industry AcumenPartnering AcumenPortfolio KnowledgeComplex SalesCustomer Experience StrategyIdentifying Sales Opportunities

Required

University or Bachelor's degree preferred, or equivalent experience.

6+ years of selling experience at end-user account or partner level.

Experience selling to partners in a complex environment.

Thorough awareness of current technology trends and related HPE strategy and ability to articulate same to Partner.

Able to influence the partner to take actions that create increased value to HPE.

Thorough understanding of business and financial fundamentals to develop strategic plans with the partner that are aligned to customer and HPE strategies.

Thorough understanding of HPE products and how they can deliver value to customers in contrast to HPE's competitors.

Thorough understanding of Partner industry, trends, competitors, and the channel.

Builds understanding of and relationships with partner and internal community among all types and levels of the business.

Ability to achieve agreement within business contexts, and resolve issues so that every party is satisfied.

Thorough understanding of financial accounting concepts such as income statements, balance sheets, revenue projections, etc.

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

Professional, clear, and effective verbal and written communication.

Ability to prioritize and effectively meet deadlines.

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