Partner Business Manager; Arizona

Job Overview

This role has been designed as Onsite with an expectation that you will primarily work from an HPE partner/customer office. This is a US-based, hybrid role, based in Arizona.

• Serves as the expert to the partner for extremely complex information regarding product, services, and software transitions, promotions, and configurations.
• Promotes company offerings to become a key part of the partner's business and solutions; may be brought by partner to sell company brand to end-customers.
• Establishes and maintains account plans to promote sales growth.
• Achieves assigned quota for company products, services and software.
• Transactional and relationship selling within, and influencing, a team of selling professionals; physically visits partner customers at their offices.
• Creates, fills in and manages company funnel for deals with partners and transforms potential leads into joint sales activities.
• Actively engages company resources and senior executives to build strategic relationships with the partner which ensures long‑term business opportunities for company.
• Provides the business rationale and risk assessment for making company investments in the partner.
• Ensures partners are compliant with legal and SBC practices.
• May drive SOW growth with distributors who are managing small partners on behalf of company.
• May recruit and develop business relationship with new partners.

• University or Bachelor's degree.
• Typically 5+ years of leasing and/or channel experience.
• Experience selling to partners in a complex environment.

• Thorough understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
• Thorough understanding of 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.
• Thorough understanding of 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 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 company sales teams and across business groups.
• Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members.

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.

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.

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.

The 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. – United States of America:
Annual Salary USD 175, in Arizona. This 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%.

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.