Partner Business Manager III

Hewlett Packard Enterprise; Sandton; On-site; ZAR 900,000 - 1,200,000; Full time

Benefits offered by this job

Health & Wellbeing

Personal & Professional Development

Unconditional Inclusion

Job summary

Hewlett Packard Enterprise is seeking a Partner Business Manager III in South Africa to cultivate strong partner relationships and drive joint business plans from the field. The role focuses on selling with, to, and through partners, aligning with HPE priorities and creating scalable selling ecosystems.

The ideal candidate will have 4–8+ years of selling experience, a Bachelor’s degree or equivalent, and proven ability to manage partner accounts and revenue growth.

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

• Advise partners on where to play within the ecosystem aligned to HPE priorities.
• Create mutually beneficial plans with partners for future growth.
• Drive end-to-end revenue, profitability, and pipeline with partners.

Skills

Partner sales

Account management

Sales acumen

Communication

Industry knowledge

Education

Bachelor’s degree

Job description

Partner Business Manager III

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 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: Solid 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: Solid 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.


• Partner Industry Acumen: Solid 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.


• Solid understanding of the Partner's relationships and needs.


• Financial Acumen: Solid 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. Let’s Stay Connected: Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

Job:

Sales Job Level: Specialist

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 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.

Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law – Supplement E-Verify (US & PR only) 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. For more information click here.

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.

Equal Employment Opportunity

Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law – Supplement E-Verify (US & PR only) 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. For more information click here.

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.

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.