Compute Partner Business Manager

Hewlett Packard Enterprise; Melbourne; Hybrid; AUD 120,000 - 160,000; Full time

Benefits offered by this job

Health & Wellbeing benefits

Professional development programs

Inclusive company culture

Job summary

Hewlett Packard Enterprise in Melbourne is seeking a Compute Partner Business Manager to drive specialty sales across designated focus areas. The role is hybrid, with an average of 2 days per week from an HPE office, and requires close collaboration with account managers to develop and close opportunities.

You will build consultative relationships with IT management, manage the sales pipeline, and expand solutions to increase attachments while potentially selling through channels.

Qualifications

• University or Bachelor's degree preferred.
• Demonstrated achievement of progressively higher quota and higher level customer interface.
• Typically 3–5 years of experience in specialty sales.

Responsibilities

• Actively prospect within accounts to discover or cultivate solutions sales opportunities in cooperation with the account manager.
• Manage sales pipeline to track opportunities and forecast accurately.
• Formulate and expand solutions to generate additional product or service attachments and upsell revenue.
• May sell through the channel to reach target segments.
• Establish a consultative relationship with the client by understanding their unique business needs at IT management level.
• Contribute to pipeline by generating leads and referrals for the account team.

Skills

Sales leadership

Pipeline management

Negotiation

Account management

Consultative selling

Education

Bachelor's degree preferred

Tools

Siebel CRM

Job description

Compute Partner Business Manager

This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office.

About the Company

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

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high‑potential, competitive attack account.

Responsibilities

• Actively prospects within accounts to discover or cultivate solutions sales opportunities within area of technical specialty (in close cooperation with the account manager.
• Manage sales pipeline.
• Formulate and expand solutions to generate additional product or service attachments and upsell revenue.
• Certain roles may also sell through the channel.
• Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
• Work with the client up to IT management level.
• Contribute to building of the pipeline by generating leads and referrals and new customer opportunities within specialty area.
• May focus on growing contractual renewals for small‑to‑mid size accounts with limited complexity, to higher‑total contract‑value renewals.
• Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
• Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.

Education and Experience Required

• University or Bachelor's degree preferred.
• Demonstrated achievement of progressively higher quota, diversity of business customer and higher level customer interface.
• Detailed knowledge of key customer types or customers on given products.
• Typically 3‑5 years of experience in specialty sales.

Knowledge and Skills

In depth knowledge about product, service, solution and differentiators between own offerings and what competitor's offerings.

Applies specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.

Use knowledge in specialty, and consultative selling skills, to proactively help customers with making IT business decisions.

Assesses solution feasibility from a technical and business perspective to determine "qualify‑in"/"qualify‑out" status.

Solid communication and presentation skills within IT at the manager level.

Product demonstration, customer training, product installation skills. (for product specialty roles)

Conceptualizes and articulates well‑targeted solutions in area of specialty - product, service, solution -- from proposal to contract sign‑off.

Have enough knowledge about a product, service or solution to be able to qualify a deal.

Negotiates profitable deals so that the company can expand opportunities based on the existing business and increase the company's footprint and revenue.

Opportunity prospecting as related to specialty area and in expanding existing client business, in order to generate leads/referrals to account team.

Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

Regular use of Siebel updating deal profile and forecasting accurately.

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.

What We Can Offer You

• 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.

Job

Sales

Job Level

Intermediate

Equal Employment Opportunity

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.

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.

Accessibility (repeated)

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.

Disclosure of Sensitive Personal Data

Please ensure the resume you submit to us does not include any sensitive personal data. Sensitive personal data includes data revealing information about your racial or ethnic origin, political opinions, religious or philosophical beliefs, trade union membership, health, sex life or sexual orientation. To the extent the resume you submit does contain this type of personal data, you consent to the storing and processing of this data by HPE for the purpose of reviewing and managing your application.