Partner Sales

Job description

Partner Sales

  

Job Description:

   

Responsibilities

·  Grow your assigned vertical territory business overall and the company's share of business by developing deep strategic relationships with your go to partners.
·  Manage and develop your go-to partners as part of the Channel Transformation from traditional product selling towards capacity selling in the hybrid world
·  Establish and maintain territory plans to deliver sales growth in your assigned territory
·  Manage the partner ready program for your assigned partners: tracking numbers, monitoring performance, setting targets and driving pipeline and results
·  Understand current market needs and future trends, to be able to design, plan and build partnerships in your territory
·  Coordinate activities around lead generation and competitive attack campaigns within the territory and with the selected partners with other members of the organization and sales team
·  Present forecasts, Partner plans, territory plans, opportunity plans and overall Partner strategies to senior management
·  Responsible for revenue and year over year growth for the assigned partners and territory
·  Arrange the support of sales specialists, implementation resources, service resources and other sales and management resources as needed.
·  Closely coordinate company involvement with partner and end-user customer management as appropriate.
·  Leverage partner solution stacks, partner intellectual property, and other capabilities (off-shore/near shore, etc.) to broaden the company footprint in targeted industries and/or customers. 
·  Transactional and relationship selling within a virtual team of selling professionals internally and externally at the partners
·  Create, fill-in and manage the company's funnel for deals with partners and transform potential leads into joint sales activities.
·  Actively engage company resources and senior executives to build strategic relationships with the partners and customers which ensures long- term business opportunities for the company.
·  Provide the business rationale and risk assessment for making company investments in partners
·  Ensure that partners are compliant with legal and SBC practices

Education and Experience

·  University or Bachelor’s degree; advanced degree or MBA preferred.
·  Selling experience at end-user account and partner level.
·  Experience as successful account/business manager, selling to CxO and decision-maker level.

Knowledge and 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 portfolio. 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 territory team to ensure coordinated efficient account management.
·  Ability to motivate partner’s sales force.
·  Coordinates and directs efforts across company sales teams.
·  Deep understanding of pipeline management discipline and ability to explain benefits to partners/sales teams.

Job:
Sales

Job Level:
Specialist

    

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

   

HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.