HPE Aruba Channel Account Manager

Job Description

Hewlett Packard Enterprise (HPE) advances the way people live and work. We bring together curious minds to create breakthrough technology solutions, helping our customers make their mark on the world.

Aruba is redefining the "Intelligent Edge" Aruba is creating new customer experiences by building intelligent spaces and digital workspaces - leading next-generation network access solutions for the mobile enterprise. We are focused on campus, branch, mobility and the IoT to transform businesses with the combined power of compute, context, control and secure connectivity. We help some of the largest and most exciting companies globally to modernize their networks to meet the demands of a digital future.

As a Channel Account Manager for this industry leading partner in Sweden you will focus on growing Aruba business and serve as a trusted advisor to the partner and develop a mutually beneficial relationship.

The Channel Account Manager is accountable to:

• Drive Aruba sales through influencing all levels of the partner organization, ranging from partner sales representatives to executives.
• Drive the business and marketing planning with the partners, and sets clear sales objectives and priorities to grow the Aruba business through the assigned partners.
• Provide specific business and technical enablement to make the partner successfully develop new Aruba business.

The Aruba Channel Account Manager is part of the Regional Channel Organization and will report to the Country Channel Manager.

Key Responsibilities

• Achieve annual and quarterly sales goals on Aruba products & services.
• Drive and execute the Aruba channel strategy with the assigned partners, develop Joint Business Plans to exceed sales targets, and follow-up by organizing quarterly business reviews.
• Actively co-sell with the partner, and support the alignment of the partner with Aruba’s direct touch sales motions.
• Generate incremental business through mining the partners’ existing customer base, following-up on unattended deals with the partner, and identifying/creating new opportunities.
• Advocate for Aruba’s solutions and motivate the partner to grow Aruba’s share of wallet against its competitors.
• Enable all appropriate stakeholders commercially on the Aruba technology platform as well as on best practices used to effectively win with Aruba.
• Perform regular gap assessments of partner’s sales and technical capabilities and develops a training and certification plan with the partner
• Ensure coordinated communication with the assigned partners, and act as the escalation point for partners within Aruba.
• Own Aruba’s marketing investment strategy with the partners through Market Development Funds (MDF) or other funds to optimize partner sales planning, execution, and ROI.
• Provides weekly and monthly forecasting and tracking against agreed KPI’s.

Required Skills & Experience

• Candidate has minimum 6+ years working sales experience within the IT industry in channel and/or end-user sales.
• Candidate has a commercial & high level technical understanding of wired and wireless networking & security technology. Experience with Managed Services in these technologies is considered a plus.
• Candidate is familiar with common channel related processes like business planning, marketing programs, sales management systems (e.g. SFDC) & forecasting.
• Candidate should have a Bachelor’s or Master’s Degree in one of the following disciplines (or equivalent by experience): Business, Finance, Marketing, Engineering Management, Communication or IT-Management.
• Candidate should have a valid Driver License
• Candidate should be fluent in Swedish (native speaker) and English
• Candidate should be comfortable with MS Office & SFDC.

What we can offer you:

Extensive benefits, a competitive salary and participation in the shared values and purpose that make Hewlett Packard Enterprise one of the world ́s most attractive employers! At HPE, our goal is to provide equal opportunities, flexible work-life balance, and constantly evolving career growth.

If you are looking for challenges in an exciting, supportive and international work environment, then we definitely want to hear from you. Continue the conversation by clicking apply now below, or directly via our Careers Portal at www.hpe.com/careers.

Join us and make your mark!

Find out more about us and follow us on:

https://www.facebook.com/HPECareers

https://twitter.com/HPE_Careers

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

About Aruba

Aruba, a Hewlett Packard Enterprise company, is a leading provider of secure, intelligent networks that enable customers to thrive and deliver amazing digital experiences in the mobile, IoT and cloud era. We are changing the rules of networking to make it simple for IT and organizations to bridge the physical and digital worlds at the Edge.

To learn more, visit Aruba at http://www.arubanetworks.com . For real-time news updates, follow Aruba on Twitter and Facebook, and for the latest technical discussions on mobility and Aruba products, visit the Airheads Community at http://community.arubanetworks.com .

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