Partner Business Manager
This role has been designed as Hybrid with an expectation that you will work on average 2 days per week from an HPE office.
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Global Sales at HPE is about building the future. We are redefining what s next and combining our legacy of innovation with a bold new goal to accelerate everything we do. Our sales organization is comprised of 10,000+ professionals in sales, presales, service, and support functions. Together with our partners, we deliver global, commercial, public sector & small/medium business customers throughout 11 geographies. We re transforming businesses. Join us redefine what s next for you.
What you ll do:
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Serves as a trusted advisor to the Partner (e.g. Value Added Reseller (VAR), Distributor, SI, ISV, Managed Service Provider) on where to play within emerging trends in Partners ecosystem in alignment with HPE business priorities. Works with the Partner to create a mutually beneficial plan for the future.
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Drives end-to end HPE revenue, profitability, and pipeline by creating joint business plans and leading data-driven sales efforts with the Partner.
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Articulates both HPE global and local business strategies to effectively "sell with," "sell to," and "sell through" the Partner, creating a scalable selling ecosystem.
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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.
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Demonstrates business and sales leadership by building mutually beneficial relationships with one or many Partners to grow HPE market share.
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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.
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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.
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Tailors selling solutions to fit the needs of the partners customer profile including HPE products, services and technology alliances to achieve assigned quota.
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May recruit and develop business relationships with new partners, working to increase partner commitment to HPE.
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May spend time monitoring Partner sales floor to help develop pipeline.
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Works to ensure that partners are aware of, and compliant with, HPEs SBC requirements for Partners, including applicable legal obligations.
What you need to bring:
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University or Bachelors degree preferred, or equivalent experience.
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Typically 4-8+ years of selling experience.
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Solid experience in selling to partners desired.
Knowledge and Skills:
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Technology Acumen : Solid awareness of current technology trends and related HPE strategy and ability to articulate same to Partner.
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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 HPEs business. Acts with a sense of urgency to build strong customer relationships and drive solutions for the partner.
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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.
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Portfolio Knowledge : Solid understanding of HPE products and how they can deliver value to customers in contrast to HPEs competitors. Ability to select the best product for the customers needs, maximizing value for both the customer and HPE.
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Partner Industry Acumen : Solid understanding of Partner industry, trends, competitors, and the channel.
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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 Partners relationships and needs.
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Financial Acumen : Solid 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.
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Sales Forecasting : Ability to look forward and anticipate partner needs, proactively forecasting sales quota and effectively bridging sales gaps.
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Communication : Professional, clear, and effective verbal and written communication.
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Time Management : Ability to prioritize and effectively meet deadlines.
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Creativity and Entrepreneurship : Ability to innovate, think beyond proscribed solutions, and take proactive steps to advance HPE sales efforts.
Impact/Scope:
Complexity:
Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}
#india #sales
Job:
Sales
Job Level:
Specialist
