Channel Account Manager - Insight

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.

Sounds like you? Then we have the right opportunity—we are looking for a Partner Business Manager to join us! In this amazing role, you can make your mark by being the overall account lead (single point of contact) for numerous, large named accounts in an assigned country, geographic territory and/or industry.

The Partner Business Manager serves as a trusted adviser to the Partner and develops a mutually beneficial relationship in alignment with HPE business priorities. Drives end-to-end revenue, HPE profitability, and pipeline through joint business plans and data-driven 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 HPE's salesforce, typically through work that occurs outside HPE offices.

How you will make your mark:

• You will provide resources and guidance 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.
• You will drive end-to end HPE revenue, profitability, and pipeline by implementing joint business plans and data-driven sales efforts with the Partner.
• You will articulate both HPE global and local business strategies to effectively """"sell with,"""" """"sell to,"""" and """"sell through"""" the Partner, creating a scalable selling ecosystem.
• You will develop 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.

Additional Roles and Responsibilities:

• Demonstrates business and sales leadership by building mutually beneficial relationships with one or many Partners to grow HPE market share.
• Coordinates 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.
• Enacts day-to-day 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 partner's 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, HPE's SBC requirements for Partners, including applicable legal obligations.

Additional responsibilities and requirements:

• Develops business plan in conjunction with the customer.
• Analyzes client industry and competitive research and information to facilitate rich client dialogue.
• Actively manages the account to protect and grow the company's business; coordinates all account forecasts, planning and reporting.
• Directs and coordinates all activity on account(s).
• Focuses on generating new business and builds, monitors and manages sales pipeline activity.
• Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
• Enters all opportunities in pipeline tool and updates them weekly
• Builds a list of customers willing to be a reference in person or print.
• Ability to implement margin recovery activities/strategies.
• Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
• Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect).

Knowledge and Skills:

• Technology Acumen: 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: 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: 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.
• Partner Industry Acumen: 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. Understanding of the Partner's relationships and needs.
• Financial Acumen: 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.

Impact/Scope

• Handles accounts with low to mid-levels of annual revenue.
• Primary focus for partner sales on SMB segment.
• Typically assigned average size quota.

Complexity

• Local and Country accounts.
• Focus on partners with low to mid-levels of HPE specialization and commitment.

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!

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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.

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