[Hiring] Private Cloud AI Channel Specialist @Hewlett Packard Enterprise

Role Description

Seeking a Channel Specialist, Private Cloud AI (PCAI). This role serves as a trusted adviser to the Partner and develops a mutually beneficial relationship in alignment with HPE business priorities. Responsibilities include:

• 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.
• Develops knowledge of Partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology.
• 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.
• Leads HPE strategy, programs, and systems with and on behalf of the Partner.
• Focuses on selling to customers through the Partner as an extension of HPE's salesforce.

Responsibilities

• Serves as the expert to the partner for extremely complex information regarding product, services, and software transitions, promotions, and configurations.
• Promotes company offerings to become a key part of the partner's business and solutions.
• Establishes and maintains account plans to promote sales growth.
• Achieves assigned quota for company products, services, and software.
• Transactional and relationship selling within, and influencing, a team of selling professionals.
• Creates, fills-in and manages company funnel for deals with partners.
• Actively engages company resources and senior executives to build strategic relationships with the partner.
• Provides the business rationale and risk assessment for making company investments in the partner.
• Ensures partners are compliant with legal and SBC practices.
• May drive SOW growth with distributors managing small partners on behalf of the company.
• May recruit and develop business relationships with new partners.

Qualifications

• University or Bachelor's degree.
• Typically 8+ years of selling experience at end-user account or partner level.
• Experience selling to partners in a complex environment.

Requirements

• Thorough understanding of the IT industry, competing vendors, and the channel.
• Thorough understanding of company's organization & operations, including key business rules.
• Thorough understanding of company's products, software, and services.
• Effectively sells company offerings by building strategic relationships with partner decision makers.
• Develops strategic plans with the partner to grow the size of the business and company's share.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Ability to motivate partner's sales force.
• Coordinates and directs efforts across company sales teams and across business groups.
• Thorough understanding of pipeline management discipline and ability to explain benefits to partners.

Benefits

• Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.
• Personal & Professional Development: Specific programs catered to helping you reach career goals.
• Unconditional Inclusion: A commitment to inclusivity and flexibility in managing work and personal needs.