Hewlett Packard Enterprise · 3 weeks ago
Storage Partner Account Manager
United States
Full-time
Remote
Senior Level
$175K/yr - $412K/yr
6+ years expHewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. The Storage Partner Account Manager serves as a trusted adviser to partners, driving revenue and profitability through joint business plans and data-driven sales efforts while building strategic relationships to enhance HPE's market share.
Data CenterEnterprise SoftwareInformation TechnologyIT ManagementNetwork Security
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
Required
Typically 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
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
Thorough 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
Thorough 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
Thorough understanding of Partner industry, trends, competitors, and the channel
Considered a subject matter expert for the Partner industry
Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts
Thorough understanding of the Partner's relationships and needs
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. to assess customer financial health, identify potential risks, and position value propositions of HPE solutions
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
Preferred
University or Bachelor's degree preferred, or equivalent experience
Benefits
Health & Wellbeing
Personal & Professional Development
Unconditional Inclusion
Company
Hewlett Packard Enterprise
Hewlett Packard Enterprise is an edge-to-cloud company that uses comprehensive solutions to accelerate business outcomes.
10001+ employees
H1B Sponsorship
Hewlett Packard Enterprise has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (532)
2024 (585)
2023 (591)
2022 (523)
2021 (551)
2020 (398)
Funding
Current Stage
Public CompanyTotal Funding
$2.85BKey Investors
Elliott Management Corp.
2025-04-15Post Ipo Equity· $1.5B
2024-09-10Post Ipo Equity· $1.35B
2015-11-02IPO
Leadership Team
Antonio Neri
President & CEO
Fidelma Russo
EVP & GM, Hybrid Cloud and Chief Technology Officer
Recent News
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