Partner Business Manager

• Develop deep understanding of Partners’ priorities and their transformation journeys, and continuously position HPE differentiated solutions to support the Partners’ journeys
• Drive Partners’ preference towards HPE’s solutions and enable them to posture HPE differentiation and value propositions to their customers
• Serve as a trusted advisor and expert to the Partners on market trends/opportunities and how they can collaborate with HPE to drive differentiation and jointly win in the market place
• Build mutually beneficial, executive-level relationships with the Partners to grow HPE share of wallet
• Achieve key business metrics including Storage and aaS Indirect order targets
• Formulate strategies to retain and develop Partners through loyalty programs, regular engagement and JGTM initiatives
• Acquire competitive Partners through technology evangelism, increased engagement, enablement, competitive takeout initiatives and JGTM initiatives
• Be a trusted partner to support their transformation to aaS selling and drive aaS opportunities
• Develop JGTM initiatives aligned to HPE’s and Partners’ priorities with a specialized focus to grow Storage and aaS
• Champion strategic initiatives aligned with Partners’ focus to grow SMB and Commercial business
• Drive demand gen activities with select Partners to generate incremental HPE Storage and aaS pipeline and sales closure
• Build quarterly business plans and regular reviews with top Partners to ensure initiatives are executed timely and goals are met
• Create pull Marketing campaigns in collaboration with BU and Marketing, focusing on Storage and aaS
• Responsible for forecasting, pipeline management, sales cadence on a weekly basis
• Drive the execution of HPE activities with the Partners, leveraging Distributors, Specialists, Presales, Marketing when needed
• Coach Partner teams in the execution of all sales and enablement programs/activities

• University or Bachelor's degree preferred, or equivalent experience
• Typically 6-10+ years of selling experience at end-user account or partner level
• Experience selling to partners in a complex environment
• 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
• Account Management: Thorough understanding of business and financial fundamentals to develop strategic plans with the partner that are aligned to customer and HPE strategies
• Portfolio Knowledge: Thorough understanding of HPE products and how they can deliver value to customers in contrast to HPE's competitors
• Partner Industry Acumen: Thorough 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
• 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
• 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

Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity

• Health & Wellbeing
• Personal & Professional Development
• Unconditional Inclusion