Distribution Partner Account Manager

HP Enterprise; New York (NY); Hybrid; USD 110,000 - 150,000; Full time

Benefits offered by this job

Annual bonus

Hybrid work model

Career development programs

Health insurance & retirement plans

Job summary

HPE is seeking a skilled Partner Sales professional in the United States to drive revenue and profitability through deep partner collaboration. The role focuses on aligning partner priorities with HPE strategies, creating scalable selling ecosystems, and advancing joint business plans to accelerate growth and loyalty.

Candidates should bring extensive experience in partner ecosystems, strong financial acumen, and a track record of exceeding partner-driven quotas.

Qualifications

• Experience selling to partners in a complex environment.
• 6+ years of selling experience at end-user account or partner level.
• Thorough understanding of financial accounting concepts to assess customer financial health.
• Excellent communication and relationship-building skills across executive and partner roles.
• Ability to forecast sales and proactively bridge gaps to hit quotas.

Responsibilities

• Serve as a trusted adviser to the Partner and develop mutually beneficial relationships.
• Drive end-to-end revenue, profitability, and pipeline with the Partner through joint plans and data-driven sales efforts.
• Articulate HPE global and local strategies to effectively sell with, to, and through Partners.
• Coordinate and execute Partner activities, leveraging HPE specialists as needed.

Skills

Partner sales

Account management

Sales forecasting

Negotiation

Strategic thinking

Communication

Financial acumen

Time management

Industry knowledge

Education

Bachelor's degree preferred

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
• 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
• Responsible for accounts with a mid-level range of annual revenue
• Assigned average or higher size quota
• Primary focus for partner sales on SMB segment
• Focus on partners with mid-level HPE specialization and commitment

Benefits

• Subsidized health insurance, retirement programs and paid time off, including an industry-leading maternity and paternity leave package
• The chance to earn an annual bonus based on performance
• Recognition for your contributions, and potential participation in long-term incentives like annual equity awards
• A hybrid, flexible work model that ensures connectivity, a commitment to our culture and continued impact for team members
• Opportunities for personal and professional development to help you reach your career goals

Experience selling to partners in a complex environmentUniversity or Bachelor’s degree preferred, or equivalent experienceExperience working with Distribution partners requiredTypically 6+ years of selling experience at end-user account or partner levelFinancial 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 solutionsCreativity and Entrepreneurship: Ability to innovate, think beyond proscribed solutions, and take proactive steps to advance HPE sales effortsTechnology Acumen: Thorough awareness of current technology trends and related HPE strategy and ability to articulate same to PartnerPortfolio 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 customerSales Forecasting: Ability to look forward and anticipate partner needs, proactively forecasting sales quota and effectively bridging sales gapsTime Management: Ability to prioritize and effectively meet deadlinesPartner Industry Acumen: Thorough understanding of Partner industry, trends, competitors, and the channel. Considered a subject matter expert for the Partner industryPartnering 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 needsAccount 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 HPENegotiation and Conflict Management: Ability to achieve agreement within business contexts, and resolve issues so that every party is satisfiedSales 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 partnerCommunication: Professional, clear, and effective verbal and written communication