Partner Business Manager - Hewlett-Packard CDS GmbH

Job Description

Job Family Definition

Serves as a trusted adviser to the Partner and develops a mutually beneficial relationship in alignment with HPE business priorities Drives endtoend revenue HPE profitability and pipeline through joint business plans and datadriven sales efforts Articulates both HPE global and local business strategies to effectively sell with sell to and sell through the Partner creating a scalable selling ecosystem Develops knowledge of Partner priorities industry trends IT landscape IT investment strategy HPE priorities and HPE Technology to differentiate HPE from competitors Coordinates and executes HPE activities with the Partner leveraging HPE specialists when needed Aligns field sales to drive increased value to HPE for pipeline and revenue/profit growth while leveraging the collective strength of the partner ecosystem Leads HPE strategy programs and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE These jobs focus on selling to customers through the Partner as an extension of HPEs salesforce typically through work that occurs outside HPE offices

Management Level Definition

Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives Works on problems of diverse complexity and scope May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process Exercises independent judgment to identify and select a solution Ability to handle most unique situations May seek advice in order to make decisions on complex business issues

Aruba is redefining the IT EDGE Creating new customer experiences by building intelligent spaces and digital workspaces We are focused on campus branch mobility and the IoT to transform business models with the combined power of compute context control and secure connectivity

Responsibilities

• Serves as a trusted advisor to the Partner (eg 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
• Drives endto end HPE revenue profitability and pipeline by creating joint business plans and leading datadriven 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
• 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
• Demonstrates business and sales leadership by building mutually beneficial 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 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
• Tailors selling solutions to fit the needs of the partners 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 HPEs SBC requirements for Partners including applicable legal obligations

Education and Experience

• University or Bachelors degree preferred or equivalent experience
• Typically years of selling experience
• Solid experience in selling to partners desired

Knowledge and Skills

• Technology Acumen Solid 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 HPEs business Acts with a sense of urgency to build strong customer relationships and drive solutions for the partner
• 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
• 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
• Partner Industry Acumen Solid understanding of Partner industry trends competitors and the channel
• 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
• 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
• 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

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Accountability Accountability Active Learning Active Listening Assertiveness Bias Building Rapport Buyer Personas Coaching Complex Sales Creativity Critical Thinking CrossFunctional Teamwork Customer Experience Strategy Customer Interactions Design Thinking Empathy Financial Acumen FollowThrough Growth Mindset Identifying Sales Opportunities Industry Knowledge Intellectual Curiosity Long Term Planning Managing Ambiguity more

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

Personal & Professional Development

We also invest in your career because the better you are the better we all are We have specific programs catered to helping you reach any career goals you have whether you want to become a knowledge expert in your field or apply your skills to another division

Diversity Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness 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

#aruba #sales

Job

Sales

Job Level

Specialist

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities

HPE will comply with all applicable laws related to employer use of arrest and conviction records including laws requiring employers to consider for employment qualified applicants with criminal histories