Partner Business Manager V
On-siteMexico City, Mexico City, Mexico
Job Summary
Serves as a trusted advisor to partners such as VARs, distributors, and ISVs to develop joint business plans that drive end-to-end revenue, profitability, and pipeline. Articulates HPE global and local strategies to sell with, to, and through the partner ecosystem while tailoring solutions to influence the broader partner environment. Coordinates and executes HPE activities including sales cadence, education, marketing, and proactive forecasting to align field sales and accelerate financial outcomes. Builds executive-level relationships to grow market share, monitors partner sales floors to develop pipeline, and ensures compliance with HPE Standards of Business Conduct. Requires 8-12 years of selling experience and works onsite at an HPE office.
Required Qualifications
- University or Bachelor's degree
- 8-12 years or more of selling experience at end-user account or partner level
- Experience as successful account/business manager, selling to CxO and decision-maker level
- Deep awareness of current technology trends and related HPE strategy and ability to articulate same to Partner
- 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
- Deep 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
- 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
- Deep understanding of Partner industry, trends, competitors, and the channel
- Considered a subject matter expert for the Partner industry
- Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts
- Deep understanding of the Partner's relationships and needs
- Ability to achieve agreement within business contexts, and resolve issues so that every party is satisfied
- Deep 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
- Ability to look forward and anticipate partner needs, proactively forecasting sales quota and effectively bridging sales gaps
- Professional, clear, and effective verbal and written communication
- Ability to prioritize and effectively meet deadlines
- Ability to innovate, think beyond proscribed solutions, and take proactive steps to advance HPE sales efforts
- Responsible for the largest accounts with highest levels of annual revenue
- Primary focus for partner sales on all market segments across all verticals
- Typically assigned higher than average quota
- Most strategic country, or regional accounts
- Primary focus is highly strategic partners with the highest level of HPE specialization and commitment
- Primary focus is highly strategic partners with the highest level of HPE specialization and commitment
- Must be able to lift 50 lbs
Desired Qualifications
- Advanced degree or MBA preferred, or equivalent experience
- Master's degree preferred
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