High Velocity Business Development Manager, HPE Networking - EMEA

Hewlett Packard Enterprise Development LP; Winnersh; Hybrid; GBP 90,000 - 120,000; Full time

Benefits offered by this job

Health & Wellbeing

Personal & Professional Development

Unconditional Inclusion

Job summary

Hewlett Packard Enterprise Development LP in the United Kingdom seeks a High Velocity Business Development Manager for Networking. The role is hybrid, with an average of 2 days per week in-office, and focuses on the SMB/MM Mist portfolio within EMEA.

You will influence demand, define GTM priorities with regional teams, and partner with distributors and VARs to drive strategy and revenue growth.

Qualifications

• 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.

Responsibilities

• Has deep understanding of the Networking SMB/MM product & solutions portfolio and sales challenges.
• Contributes to the business plan and drives execution down to country level.
• Establishes relationships with regional sales forces and partners at senior level.
• Has quota responsibility for Mist in SMB/MM product range.
• Acts as trusted advisor to Partners, e.g., VARs and Distributors, on where to play.
• Builds mutually beneficial plans with partners for the future.
• Develops executive-level relationships to grow HPE market share.
• Tailors selling solutions to partner needs and HPE portfolio.

Skills

Technology Acumen

Networking Knowledge

Sales Acumen

Account Management

Portfolio Knowledge

Partnering Acumen

Negotiation

Financial Acumen

Sales Forecasting

Communication

Time Management

Creativity and Entrepreneurship

Education

Bachelor's degree

Job description

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

High Velocity Business Development Manager, HPE Networking - EMEA. This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office. Job Family Definition: The EMEA High Velocity Business Development Manager, as part of the HPE Networking EMEA Transactional Sales team, influences and manages the Mist for SMB/Midmarket solution offering, positioning across the product life cycle of the portfolio, in partnership with the regional sales teams, Partners and Distributors. Responsible to plan the business objective and to achieve this plan through on-going adjustments of the product positioning & offering related decisions in collaboration with the Sales Program Manager and Pricing team. This person acts as the expert in SMB/MM business and has in depth competitive knowledge in all dimensions (product knowledge, pricing, marketing, customer requirements). Communicates, briefs, supports the regional teams and Partner sales force on Solution offerings. Influences GTM and defines demand generation priorities at strategic and tactical levels in partnership with the regional teams. Applies Networking Product & Solutions knowledge (for SMB/MM Markets and Channel Sales) to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Exercises significant independent judgment to determine best method for accomplishing work and achieving objectives. Provides guidance to the extended teams across the regions.

Responsibilities

• Has deep understanding of the (HPE) Networking SMB/MM product & solutions portfolio, business management and sales challenges and strategies.
• Actively contributes to the definition of the business plan and drives the execution down to country level
• Establishes relationships and represents the team with regional sales force and other partners at senior level.
• Has quota responsibility for Mist in SMB/MM product range leveraged in the high velocity business.
• Serves as a trusted advisor and expert to the Partners e.g. Value Added Reseller (VAR), Distributor, 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.
• Demonstrates business and sales leadership by building mutually beneficial, executive-level relationships with one or many Partners to grow HPE market share.
• Tailors selling solutions to fit the needs of the partner's customer profile including HPE products, services and technology alliances to achieve assigned quota.
• Recruit and develop business relationships with new partners, working to increase partner commitment to HPE.
• 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 6-10+ years of selling experience at end-user account or partner level.
• Experience selling to partners in a complex environment.

Skills

• Technology Acumen Thorough awareness of current technology trends and related HPE strategy and ability to articulate same to Partner.
• Networking Technology Knowledge Demonstrates a solid understanding of enterprise networking concepts, including LAN, WLAN, switching, routing, network security, SD-WAN, cloud networking, AI-driven networking, and network management solutions.
• Networking Technology Knowledge Able to confidently engage partners and customers in business and technical conversations regarding networking architectures, infrastructure modernization, and digital transformation initiatives.
• Networking Technology Knowledge Understands the value proposition and competitive positioning of the HPE Networking portfolio (including Aruba and Juniper technologies) and can articulate business outcomes.
• Networking Technology Knowledge Comfortable working alongside Sales Engineers and Solution Architects to identify opportunities, qualify customer requirements, and position appropriate networking solutions.
• Networking Technology Knowledge Maintains awareness of technology trends impacting enterprise networking, including AI-native networking, cloud-managed networking, automation, security, and hybrid cloud environments.
• Sales Acumen Able to influence the partner to take actions that create increased value to HPE.
• Sales Acumen 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.
• Sales Acumen 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.
• Portfolio Knowledge Ability to select the best product for the customer's needs, maximizing value for both the customer and HPE.
• Portfolio Knowledge 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.
• Partnering Acumen Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts.
• Partnering Acumen 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. Complexity: Primary focus for partner sales on SMB segment. Focus on partners with mid-level HPE specialization and commitment.

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. Let's Stay Connected: Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

Job: Sales Job Level: Expert

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.

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We Are In the Acceleration Business

We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives. Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.

Standards of Business Conduct (SBC)

The Hewlett Packard Enterprise Standards of Business Conduct (SBC) embody the fundamental principles that govern our ethical and legal obligations to Hewlett Packard Enterprise. They pertain not only to our conduct within the company but also to conduct involving our customers, channel partners, suppliers and competitors. Read more about how we win the right way.

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.

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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.