[Hiring] Private Cloud AI Channel Specialist @HPE

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:

• Driving end-to-end revenue, HPE profitability, and pipeline through joint business plans and data-driven sales efforts.
• Articulating both HPE global and local business strategies to effectively “sell with”, “sell to”, and “sell through” the Partner.
• Developing knowledge of Partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology.
• Coordinating and executing HPE activities with the Partner, leveraging HPE specialists when needed.
• Aligning field sales to drive increased value to HPE for pipeline and revenue/profit growth.
• Leading HPE strategy, programs, and systems with and on behalf of the Partner.
• Focusing 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.
• Engages in transactional and relationship selling within 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.

Knowledge and Skills

• 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: Programs catered to helping you reach career goals.
• Unconditional Inclusion: A culture that celebrates individual uniqueness and values varied backgrounds.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities.