APJ High Velocity Business Development Manager

APJ High Velocity Business Development Manager

This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE 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.

Management Level Definition:

Unique mastery and authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams. Provides guidance to fellow employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and acts as a functional manager within area of expertise but does not manage other employees as a primary job function.

Responsibilities:

• •Execution of a Sales program aligned to the GTM strategy, with the objective to grow revenue and market share in the SMB/MM space. Evaluate, re-define & deploy when needed
• •Drive interlock governance and cadence with the Regions and Global stakeholders, to maximize program performance.
• •Own the sales program forecast and drives execution with regional RTM counterparts
• •Review partner selection/co-selling/activation/joint business planning
• •Performs analysis as required to drive RTM activities such as competitive activity (spending trends, website content/presentation, promotional offerings) and synthesis of syndicated and/or primary research.
• •Tracks/report program metrics versus predetermined goals/ benchmarks.
• •Conducts Analysis and summarizes complex data to makes sales play recommendations
• •Assists with development & review of sales training materials. Audit content quality (complete, up-to-date, and compelling) on our portal and partner sites - interlock with regions/marketing/agency
• •Provide input into the Readiness annual process including coverage/productivity guidance/KPIs and sales priorities. Ensure program quota distribution in accordance with guidelines

• •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:

• •University or Bachelor's degree preferred, or equivalent experience.
• •Typically 10+ years of selling experience at end-user account or partner level.
• •Experience selling to partners in a complex environment.

Knowledge and Skills:

• •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