Federal Partner Business Manager

Hewlett Packard Enterprise Development LP; Washington (District of Columbia); On-site; USD 175,000 - 412,000; Full time

Benefits offered by this job

Health & Wellbeing

Professional development

Inclusive culture

Job summary

Hewlett Packard Enterprise seeks a Federal Partner Business Manager to drive end-to-end revenue and strategic alignment with partners in the DMV region, primarily onsite. You will architect joint business plans, coordinate with HPE specialists, and lead initiatives that grow pipeline and profitability with key partner ecosystems.

The role requires extensive federal sales experience, strong executive engagement, and the ability to operate across multiple partner types to expand HPE's market share.

Qualifications

• 8+ years of selling experience within the federal ecosystem at end-user account or partner level.
• 5+ years of working in Federal partner space.
• 5+ years of experience hunting new business and developing existing business, including selling to C-suite.

Responsibilities

• Serves as a trusted advisor to the Partner on where to play within emerging trends in the Partner's ecosystem in alignment with HPE priorities.
• Drives end-to-end HPE revenue, profitability, and pipeline by creating joint business plans with the Partner.

Skills

Federal sales

C-suite communication

Partner ecosystem

Education

Bachelor's degree; MBA preferred

Job description

Federal Partner Business Manager

This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE partner/customer office.

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

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. This role requires someone located within the DMV region (DC, VA, MD) within 1 hour driving distance of DC, as this will be supporting Federal Business.

Responsibilities

• 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.

Education and Experience

• 8+ years of selling experience within the federal ecosystem at end-user account or partner level. This role will be supporting partners that focus on Federal business.
• 5+ years of working in Federal partner space.
• 5+ years of experience hunting new business and developing existing business, which includes selling to C‑suite.
• 5+ years of presenting to medium to large‑size audiences, including C‑suite.
• This role requires someone located within the DMV region (DC, VA, MD) within 1 hour driving distance of DC, as this will be supporting Federal Business.
• University or Bachelor's degree; advanced degree or MBA preferred, or equivalent experience.

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. 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

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. 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 customer.

Partner Industry Acumen

Thorough understanding of Partner industry, trends, competitors, and the channel. Considered a subject matter expert for the Partner industry.

Partnering 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 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.

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

Expert

The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. – United States of America: Annual Salary USD 175,000 - 411,500 in District of Columbia & Maryland & Virginia This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 60%/40%.

Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html

Equal Opportunity Employer

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.

HPE is an E-Verify employer. E-Verify is an Internet-based system that compares information from an employee's Form I-9, Employment Eligibility Verification, to data from U.S. Department of Homeland Security and Social Security Administration records to confirm the employment eligibility of all newly hired employees.

Equal Opportunity Employer (EEO)

Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law. If you’d like more information about your EEO right as an applicant under the law, please click here: Know Your Rights.

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.