Connecting Odds
Company

Partner Business Manager

Juniper
Raleigh, North Carolina, United States of AmericaPosted Discovered via the company's careers siteMatch locked
RemoteFull time5+ years exp

About the role

Partner Business Manager This role has been designated as 'Remote/Teleworker', which means you will primarily work from home.

Who We Are

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today's complex world. Our culture thrives on finding new and better ways to accelerate what's next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description

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.

Responsibilities

  • Serves as a trusted advisor and expert 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.
  • 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. Tailors solutions to influence the broader Partner ecosystem.
  • Develops thorough 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.
  • 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, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements. Drives HPE marketing strategy through the customer.
  • Drives account mapping process with the Partner and HPE Sales teams to align field sales. Promotes increased value to HPE for pipeline and revenue/profit growth while leveraging the collective strength of the partner ecosystem.
  • Leads and implements HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE. Influences Partner to drive increased number of sellers, Solution Architects, and other Partner resources to HPE portfolio.
  • 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.

Education and Experience

  • University or Bachelor's degree preferred, or equivalent experience.
  • Typically, 5+ years of selling experience at end-user account or partner level.
  • Experience selling to partners in a complex environment.
  • Experience working with Partners required

Knowledge and Skills

•

Technology Acumen

Thorough 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

Thorough 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

Thorough 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. Trend-setter for new HPE products and initiatives, focusing on driving sales of newer, high-margin products and solutions to the customer. •

Partner Industry Acumen

Thorough understanding of Partner industry, trends, competitors, and the channel. Considered a subject matter expert for the Partner industry. •

Partnering Acumen

Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts. Thorough understanding of the Partner's relationships and needs. •

Negotiation and Conflict Management

Ability to achieve agreement within business contexts, and resolve issues so that every party is satisfied. •

Financial Acumen

Thorough 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

  • Responsible for accounts with a mid-level range of annual revenue
  • Assigned average or higher size quota.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here .

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have - whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

Let's Stay Connected

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

Job

Sales

Job Level

Expert "The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. - United States of America: Annual Salary USD 175,000 - 411,500 in North Carolina This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 60%/40%." Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity .

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.

Recruitment Fraud Alert

We have become aware of an increase in fraudulent recruitment activities in which individuals impersonate our company or authorized recruitment agencies to offer fake employment opportunities. These scams may occur through false websites, emails, social media, or chat-based applications and often aim to obtain personal information or money. Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge a candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. We also never request personal information such as back account details, Social Security numbers, or national IDs via social media or chat applications. All legitimate job opportunities will come through official company channels, and candidates are responsible for verifying the credentials of any third party claiming to represent the company. Any reliance on fraudulent communication is at the individual's own risk, and HPE disclaims legal liability for any resulting damages. If you suspect recruitment fraud, do not share personal information or make any payments and report the incident to your local authorities immediately.

Not included in the source posting: benefits.

Skills

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