Partner Business Manager III

Hewlett Packard Enterprise; Johannesburg; On-site; ZAR 900,000 - 1,300,000; Full time

Job summary

Hewlett Packard Enterprise is seeking a senior partner sales professional in Johannesburg to drive end-to-end revenue with partners. You will articulate HPE strategies to partners, create joint business plans, and manage client engagements, working from partner or customer offices as needed.

The role focuses on selling through partners to customers, building a scalable selling ecosystem, and delivering profitable outcomes by leveraging the partner network and HPE resources.

Qualifications

• University or Bachelor’s degree preferred, or equivalent experience.
• Typically 4-8+ years of selling experience.
• Solid experience in selling to partners desired.

Responsibilities

• Serves as a trusted adviser to the Partner (e.g. VAR, Distributor, SI, ISV, MSP) on emerging trends in the Partner ecosystem.
• Drives end-to-end HPE revenue, profitability, and pipeline with the Partner.
• Articulates HPE strategies to effectively sell with, to, and through the Partner, creating a scalable selling ecosystem.
• Develops knowledge of partner priorities, IT landscape, investment strategy, and HPE technology to differentiate HPE.
• Demonstrates leadership by building mutually beneficial relationships with Partners to grow HPE market share.
• Coordinates and executes activities with Partners, including sales cadence, education, marketing, and client engagements.

Skills

Technology acumen

Sales skills

Education

Bachelor's degree or equivalent

Job description

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

Job Family Definition: 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.

Responsibilities

• Serves as a trusted advisor 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.
• Develops solid 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 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 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.
• 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

• University or Bachelor's degree preferred, or equivalent experience.
• Typically 4-8+ years of selling experience.
• Solid experience in selling to partners desired.

Knowledge And Skills

• Technology Acumen: Solid awareness of current technology trends and related HPE strategy and ability to articulate same to Partner.
• Sales