Partner Business Manager

Overview

Partner Business Manager role at Hewlett Packard Enterprise. This role is designed as ‘Hybrid’ with an expectation to work on average 2 days per week from an HPE office. Serves as a trusted adviser to the Partner and develops mutually beneficial relationships aligned with HPE business priorities to drive revenue, profitability, and pipeline through joint business plans and data-driven sales efforts.

Responsibilities

• Serve as a trusted advisor to the Partner (e.g. VAR, Distributor, SI, ISV, Managed Service Provider) on where to play within emerging trends in the Partner ecosystem, creating a mutually beneficial plan for the future.
• Drive end-to-end HPE revenue, profitability, and pipeline by creating joint business plans and leading data-driven sales efforts with the Partner.
• Articulate HPE global and local business strategies to effectively "sell with," "sell to," and "sell through" the Partner, creating a scalable selling ecosystem.
• Develop knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE technology to differentiate HPE from competitors.
• Coordinate and execute HPE activities with the Partner, leveraging HPE specialists when needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, and client engagements.
• Align field sales to drive increased value to HPE for pipeline and revenue/profit growth while leveraging the partner ecosystem.
• Lead HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE.
• Tailor selling solutions to fit the needs of the partner's customer profile, including HPE products, services, and technology alliances to achieve quota.
• May recruit and develop business relationships with new partners to increase partner commitment to HPE.
• Monitor Partner sales activity to help develop pipeline; ensure adherence to HPE SBC requirements for Partners and applicable legal obligations.

Education And Experience

• University or bachelor’s degree preferred, or equivalent experience.
• Typically 4-8+ years of selling experience.
• Experience in handling and selling via Partners.

Knowledge And Skills

• Technology Acumen: Awareness of current technology trends and ability to articulate them to Partners.
• Sales Acumen: Ability to influence Partners to create increased value for HPE; effective use of selling skills to identify opportunities and propose solutions.
• Account Management: Ability to develop strategic plans with Partners aligned to customer and HPE strategies.
• Portfolio Knowledge: Understanding of HPE products and how they deliver value relative to competitors.
• Partner Industry Acumen, Partnering Acumen, Financial Acumen, Sales Forecasting, Communication, Time Management, Creativity and Entrepreneurship.

Impact/Scope

• Responsible for accounts with a mid-level range of annual revenue; assigned average or higher size quota.

Complexity

• Primary focus on partner sales within the SMB segment; focus on partners with mid-level HPE specialization and commitment.

What We Can Offer You

Health & Wellbeing: Comprehensive benefits supporting physical, financial and emotional wellbeing.

Personal & Professional Development: Programs to help you reach your career goals.

Unconditional Inclusion: We value varied backgrounds and flexibility in work and personal needs.

Let’s Stay Connected: Follow @HPECareers for updates on people, culture and tech at HPE.

Equal Employment Opportunity

Hewlett Packard Enterprise is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category. Our goal is to be a global team representative of our customers in an inclusive environment where we can innovate and grow together.

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