Networking Category Manager

Job description

Aruba, a Hewlett Packard Enterprise company, is a leading provider of next-generation networking solutions for enterprises of all sizes worldwide. The company delivers IT solutions that empower organizations to serve the latest generation of mobile-savvy users who rely on cloud-based business apps for every aspect of their work and personal lives.

About Hewlett Packard Enterprise company (HPE). HPE is an industry-leading technology company that enables customers to go further, faster. With the industry's most comprehensive portfolio, spanning the cloud to the data center to workplace applications, our technology and services help customers around the world make IT more efficient, more productive and more secure.

This opportunity

We are looking for a HPE Aruba Category Manager. You will work closely together with the HPE Aruba sales team members, the EG Category Management and Sales team and the HPE Aruba EMEA Category- , Product Management team

In the HPE-Aruba Category Manager role you will ensure end-to-end management of the HPE-Aruba product category across its lifecycle and ensures improved product-to-segment mapping with respect to revenue and gross margin.

We offer a challenging and rewarding job in a highly professional team where you will be responsible for topline revenue, a profitable product mix, breakthrough into new focus areas and overall total customer experience.

Responsibilities

• Grow revenue and market share in the small- and medium business segment.

• Assist the Distribution Business Manager (DBM) in building the Joint Business Plan (JBP) which drives business growth into the “Distribution Managed Partner/SMB Unattended Customer Segment”. Liaise with local cross-EG peers to ensure alignment and information exchange. Execution on initiatives to support Distribution business.

• Enable HPE Aruba Distributors to develop the “Distribution Managed Partner/SMB Unattended Customer Segment”.

• Participate to HPE Aruba MEMA/EMEA Promotions calls. Provide input to HPE Aruba MEMA Promotions Manager on promotion requirements and effectiveness. Drive execution of MEMA promotions, ensuring effective communication to local internal and external audiences.

• Enable HPE Aruba Sales teams to develop the “SMB Unattended Customer Segment”.

• Excellence in Product Management

• Communicate HPE-Aruba EMEA Product Management (PM) info to local internal and external audiences. Maintain HPE-Aruba product portfolio knowledge and act as the local “point of contact” / “evangelist” during product lifecycle. Know the product positioning against the competitive offering.

• Be the bi-directional link for your country with the HPE-Aruba EMEA PM team. Collect the info from HPE-Aruba EMEA PM Team and use info to improve local performance. Monitor local pricing, competitive conditions, feature & functionality requirements and provide feedback to HPE-Aruba EMEA PM Team.

• Aruba Managed Channel enablement

• Assist the Aruba Partner Sales Specialist (PSS) in building the Joint Business Plan (JBP) to grow business with Aruba Managed Partners, focus on “Silver & Below” partner segment. Develop programs in collaboration with Aruba PSS's.

• Running marketing activities, develop programs in collaboration with EG/Aruba Marketing team for HPE Managed Partners.

• Support HPE Aruba sales team on mayor projects in HPE Aruba Managed accounts

• Review product selection together with sales team in early stages of major projects to win based on customer requirements, offerings from the competition and ARUBA product roadmap. Perform “Learn debriefings” with customers on Won/Lost mayor projects.

• Running marketing activities and campaigns in collaboration with EG/Aruba Marketing team.

• Business analytics/planning

• Understand the local networking market: market drivers, local customer/channel segmentation. Analyze quarterly market data (e.g. IDC, Canalys) to understand market share position per product/customer/channel segment. Define segments for growth. Provide local market share commentary.

• Apply business analytics to support Aruba Country Manager in building a HPE Aruba Business Plan. Define and drive initiatives to realize growth in defined areas

Desired profile

Education and Experience Required:

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Typically 3-5 years of experience as referenced above

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Experience from working in IT industry

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Experience from a high-performing sales culture

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Proven success from reaching or exceeding sales targets

To be successful in this role there are a number of personal characteristics we think you must have:

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Influential personality with good communications skills

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Ability to develop long lasting relationships

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Significant team orientation

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Financial acumen and business case analytical skills

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Has passion to win and is accountable for the quarterly results