Alliance Business Manager - System Integrators

Alliance Business Manager - System Integrators

This role has been designated as 'Remote/Teleworker', which means you will primarily work from home.

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 Family Definition: Develops and nurtures a strategic/mutually beneficial relationship with the partner or with a targeted set of resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) and their ecosystem partners to drive additional revenue with joint sales efforts. Works closely with business development colleagues and sales teams to increase awareness of alliance related opportunities, and engages with the appropriate HPE executive to build targeted strategic relationships to build long term business opportunities for the company.

These jobs focus on selling to customers, typically through work that occurs outside HPE offices.

Responsibilities:

• Influences large account sales teams to partner for near-term revenue growth, while at the same time, develop joint relationships, initiatives and programs for long-term sustained account success.
• Aligns closely with the regional alliance sales teams to ensure the identification, pursuit, closure, and tracking of customer opportunities to perpetuate the existing base of company revenue - engage in customer specific activities as needed.

Education and Experience Required:

• University or Bachelor's degree; advanced degree or MBA preferred.
• Typically 10+ years of selling experience at end-user account or partner level.
• Experience as successful account/business manager, selling to CxO and decision-maker level.
• Experience working with Alliances and Global System Integrators required

Knowledge and Skills:

• Leverages consultative presence in partner to identify opportunities.
• Actively and proactively manages the partner to protect & grow company's business; coordinates all partner plans and funnel activities.
• Aggressively shapes offers in pursuit of new business and/or portfolio enhancement.
• Leadership skills to manage partner's sales force.
• Develops account plans.
• Executive engagement skills.
• Deep understanding of the IT industry, competing vendors, and the channel.
• Dimensions include competitive positioning and business models.
• Deep understanding of the company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
• Deep understanding of the company's products, software, and services. Able to communicate the strengths of company's offerings relative to competition, and overcome objections.
• Effectively sells company offerings by building strategic relationships with partner senior management, principles and decision makers; aligning partner and company processes; and promoting company programs and offerings.
• Develops strategic plans with the partner to grow the size of the business and company's share.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Ability to motivate partner's sales force.
• Coordinates and directs efforts across the company's sales teams.

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.