[Hiring] Distribution Partner Account Manager @HPE

Role Description

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

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.
• Focuses on selling to customers through the Partner as an extension of HPE's salesforce, typically through work that occurs outside HPE offices.

Responsibilities

• Serves as a trusted advisor and expert to the Partner on where to play within emerging trends in Partner's ecosystem in alignment with HPE business priorities.
• Drives end-to-end HPE revenue, profitability, and pipeline by creating joint business plans and leading data-driven 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 thorough knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology.
• Demonstrates business and sales leadership by building mutually beneficial, executive-level relationships with one or many Partners to grow HPE market share.
• Coordinates and executes HPE activities with the Partner, leveraging HPE specialists when needed.
• Drives account mapping process with the Partner and HPE Sales teams to align field sales.
• Leads and implements HPE strategy, programs, and systems with and on behalf of the Partner.
• 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.
• 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.

Qualifications

• University or Bachelor's degree preferred, or equivalent experience.
• Typically 6+ years of selling experience at end-user account or partner level.
• Experience selling to partners in a complex environment.
• Experience working with Distribution partners required.

Requirements

• Thorough awareness of current technology trends and related HPE strategy.
• Able to influence the partner to take actions that create increased value to HPE.
• Thorough understanding of business and financial fundamentals to develop strategic plans with the partner.
• Thorough understanding of HPE products and how they can deliver value to customers.
• Thorough understanding of Partner industry, trends, competitors, and the channel.
• Ability to achieve agreement within business contexts and resolve issues.
• Thorough understanding of financial accounting concepts.
• Ability to look forward and anticipate partner needs.
• Professional, clear, and effective verbal and written communication.
• Ability to prioritize and effectively meet deadlines.
• Ability to innovate and take proactive steps to advance HPE sales efforts.

Benefits

• Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.
• Personal & Professional Development: Programs catered to helping you reach career goals.
• Unconditional Inclusion: A culture that celebrates individual uniqueness and values varied backgrounds.