Partner Business Manager

ph3Who We Are /h3 pThis role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office. 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. /p h3Job Description /h3 h3Job Family Definition /h3 pServes 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. /p h3Management Level Definition /h3 pApplies intermediate level of subject matter knowledge to solve a variety of common business issues. Works on problems of moderately complex scope. Acts as an informed team member providing analysis of information and limited project direction input. Exercises independent judgment within defined practices and procedures to determine appropriate action. Follows established guidelines and interprets policies. Evaluates unique circumstances and makes recommendations. /p h3Responsibilities /h3 ul liProvides resources and guidance 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. /li liDrives end-to end HPE revenue, profitability, and pipeline by implementing joint business plans and data-driven sales efforts with the Partner. /li liArticulates both HPE global and local business strategies to effectively "sell with," "sell to," and "sell through" the Partner, creating a scalable selling ecosystem. /li liDevelops 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. /li liDemonstrates business and sales leadership by building mutually beneficial relationships with one or many Partners to grow HPE market share. /li liCoordinates 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. /li liEnacts day-to-day HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE. /li liTailors selling solutions to fit the needs of the partner's customer profile including HPE products, services and technology alliances to achieve assigned quota. /li liMay recruit and develop business relationships with new partners, working to increase partner commitment to HPE. /li liMay spend time monitoring Partner sales floor to help develop pipeline. /li liWorks to ensure that partners are aware of, and compliant with, HPE's SBC requirements for Partners, including applicable legal obligations. /li /ul h3Education And Experience /h3 ul liUniversity or Bachelor's degree preferred, or equivalent experience. /li liTypically 2-5+ years of selling experience. /li liExperience developing positive relationships and solving customer problems. /li /ul h3Knowledge And Skills /h3 ul liTechnology Acumen: Awareness of current technology trends and related HPE strategy and ability to articulate same to Partner. /li liSales 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. /li liAccount Management: 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. /li liPortfolio Knowledge: 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. /li liPartner Industry Acumen: Understanding of Partner industry, trends, competitors, and the channel. /li liPartnering Acumen: Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts. Understanding of the Partner's relationships and needs. /li liFinancial Acumen: 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. /li liSales Forecasting: Ability to look forward and anticipate partner needs, proactively forecasting sales quota and effectively bridging sales gaps. /li liCommunication: Professional, clear, and effective verbal and written communication. /li liTime Management: Ability to prioritize and effectively meet deadlines. /li liCreativity and Entrepreneurship: Ability to innovate, think beyond proscribed solutions, and take proactive steps to advance HPE sales efforts. /li /ul h3Impact/Scope /h3 ul liHandles accounts with low to mid-levels of annual revenue. /li liPrimary focus for partner sales on SMB segment. /li liTypically assigned average size quota. /li /ul h3Complexity /h3 ul liLocal and Country accounts. /li liFocus on partners with low to mid-levels of HPE specialization and commitment. /li /ul h3What We Can Offer You /h3 h3Health Wellbeing /h3 pWe strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing. /p h3Personal Professional Development /h3 pWe 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. /p h3Unconditional Inclusion /h3 pWe 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. /p h3Let's Stay Connected /h3 pFollow @HPECareers on Instagram to see the latest on people, culture and tech at HPE. /p p#italy /p h3Job /h3 pSales /p h3Job Level /h3 pIntermediate /p pThe 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. /p p– Italy: Annual Salary EUR 52,700 - 93,100 /p pThis 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%. /p pHPE 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. Please click here: Equal Employment Opportunity. /p h3Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities /h3 pHPE 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. /p /p #J-18808-Ljbffr