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Partner Business Manager-Service Provider

Company: Hewlett Packard Enterprise Development LP
Location: San Juan
Posted on: June 12, 2021

Job Description:

Search Hewlett Packard Enterprise Careers Partner Business Manager-Service Provider At Hewlett Packard Enterprise, we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work. What sets us apart? Our people and our relentless dedication to helping our customers make their mark on the world. We are a team of doers, dreamers and visionaries; inspired by our purpose and driven by our strategy. We live by our three values: partner, innovate and act. Our legacy inspires us as we forge ahead, always pushing to discover what's next. Every day is a new opportunity to advance and grow ourselves, our company and the industry. Some people call it an obsession, we call it a way of life. What you need to know about the job Job ID: 1086205 Date Posted: 6/1/2021 Primary Location: San Juan, Puerto Rico Other Locations: Bogota, Cundinamarca, Colombia; Miami, Florida, United States of America; Heredia, Heredia, Heredia, Costa Rica Job Category: Sales Schedule: Full time Shift: No shift premium (Puerto Rico) Hewlett Packard Enterprise advances the way people live and work. We bring together the brightest minds to create breakthrough technology solutions, helping our customers make their mark on the world. We're solving the world's most complex challenges, and our people are at the forefront of progress. In a Sales role at HPE, you'll play a part in building the future - one big idea at a time. You'll be selling HPE products, services, software, or solutions to customers, both directly and indirectly. Working at HPE, you'll have the resources to develop your talent and creativity. Are you ready to unleash your potential? You are a Partner Business Manager for Service Providers who will be required to bring passion and expertise to develop and execute strategies with Service Providers in order to drive revenue growth for HPE Products and Services. You will create, collaborate and influence business revenue generation directly by generating awareness and developing relationships with customers. Responsibilities Serves as a trusted advisor and expert to the 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 and develop the as-a-Service portfolio based on HPE Infrastructure, product and services. 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 and services to influence the broader Partner ecosystem. Develops deep knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology related to as-a-Service offerings 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. 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 services and solutions to fit the needs of the SP's customer profile including HPE products, services and technology alliances to achieve assigned quota. Works to ensure that partners are aware of, and compliant with, HPE's SBC requirements for Partners, including applicable legal obligations. Promotes company offerings to become a key part of the partner's business and solutions; May be brought by partner to sell company brand to end-customers. Establishes and maintains account plans to promote sales growth. Achieves assigned quota for Cloud Services Qualifications: Education and Experience - Typically, 6-10 years of selling experience at a partner level. Experience in positioning a Consumption based opportunity. Experience is positioning and selling services and solutions as-a-Serives Experience as successful account/business manager, selling to CxO and decision-maker level. Financial and business acumen is required. University or Bachelor's degree; advanced degree or MBA preferred, or equivalent experience. Knowledge and Skills - Technology Acumen: Deep awareness of current technology trends and related HPE strategy and ability to articulate it 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: Deep 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 and how they deliver value to the Service Provider infrastructure to better offer their services to customers. Ability to select the best product for the customer's needs, maximizing value for both the customer and HPE. Trendsetter for new HPE products and initiatives, focusing on driving sales of newer, high-margin products and solutions to the customer. Partner Industry Acumen: Deep understanding of Service Provider industry, trends, competitors, and the channel. Considered a subject matter expert for the Partner industry. Collaborating Acumen: Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts. Deep 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: Deep 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. Knowledge on the financial structure for as-a-service models, consumption and suscription 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 - including attention to detail and reporting accuracy 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 and our SPs business growth. XaaS business knowledge: Prior experience with full life-cycle SaaS solution, ideally selling into a partner ecosystem and thorough understanding of hybrid cloud technologies and thorough understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models. Willingness and ability to travel as necessary 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 (SPS Distribution Lead Program) who are managing small SPs on behalf of company. May recruit and develop business relationship with new SPs. Join us and make your mark! We offer: A competitive salary and extensive social benefits Diverse and dynamic work environment Work-life balance and support for career development An amazing life inside the element! Want to know more about it? Then let's stay connected! HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. HPE is an equal opportunity employer/Female/Minority/Individual with Disabilities/Protected Veteran Status My favorite thing about the culture here is the amount of collaboration that goes on throughout the company. Chris Rasberry Finance Project Manager With a company as vast as HPE, you never know what's going to come up, so it keeps you on your toes, excited for the next challenge. Kristine Steeter AMS HR Operations and Global Services VP Related Content Shape the Future of Business Explore insights and resources to help IT pros shape the future of business. Experience a day in the life of Hewlett Packard Enterprise employees. Find out what it's like to workin San Juan Hewlett Packard Enterprise advances the way people live and work. What sets us apart? Our people. Our people's relentless commitment to partner, innovate, and act. Sign Up for Alerts Join our talent community and get HPE news and job alerts delivered to your inbox.Search for a category or location (or both), select a suggestion and then click "Sign Up." For information on the processing of personal data by HPE please refer to the HPE Recruitment Notice and HPE Privacy Statement . You can always withdraw or modify your consent to receive marketing and sales communication from HPE. This can be done by using the opt-out and preference mechanism at the bottom of our email marketing communication or by following this link to unsubscribe.

Keywords: Hewlett Packard Enterprise Development LP, McAllen , Partner Business Manager-Service Provider, Other , San Juan, Texas

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