Partner Business Manager

This role has been designed as 'Hybrid' with an expectation that you will work on average 2-3 days per week from an HPE office., Responsible for the largest accounts with highest levels of annual revenue. Primary focus for partner sales on all market segments across all verticals Typically assigned higher than average quota. Additional Skills: Accountability, Accountability, Active Learning (Inactive), 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} What We Can Offer You: Health & Wellbeing We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

University or Bachelor's degree; advanced degree or MBA preferred, or equivalent experience. Typically 8-12 years or more of selling experience at end-user account or partner level. Experience as successful account/business manager, selling to CxO and decision-maker level. Knowledge and Skills:

• Technology Acumen: Deep awareness of current technology trends and related HPE strategy and ability to articulate same to Partner.
• 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: Deep 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: 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. Trend-setter for new HPE products and initiatives, focusing on driving sales of newer, high-margin products and solutions to the customer.
• Partner Industry Acumen: Deep understanding of Partner industry, trends, competitors, and the channel. Considered a subject matter expert for the Partner industry.
• Partnering Acumen: Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts. Deep understanding of the Partner's relationships and needs.
• Negotiation and Conflict Management: Ability to achieve agreement within business contexts, and resolve issues so that every party is satisfied.
• Financial Acumen: Deep 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.
• 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.
  
  Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today's complex world. Our culture thrives on finding new and better ways to accelerate what's next. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE., In a Sales role at HPE, you'll play a part in building the future - one big idea at a time. You'll be selling HPE products, services, software, or solutions to customers, both directly and indirectly. Working at HPE, you'll have the resources to develop your talent and creativity.
In a typical day as a Partner Business Manager you will…
• Serve 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.
• Drive end-to end HPE revenue, profitability, and pipeline by creating joint business plans and leading data-driven sales efforts with the Partner.
• Articulate 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.
• Develop deep 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.
• Demonstrate business and sales leadership by building mutually beneficial, executive-level relationships with one or many Partners to grow HPE market share.
• Coordinate 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.
• Drive 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.
• Lead 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.
• Tailor 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.
• Work to ensure that partners are aware of, and compliant with, HPE's SBC requirements for Partners, including applicable legal obligations.