the way people live and work. We bring together the brightest minds to create breakthrough technology solutions, helping our customers make their mark on the world.
Arub a is redefining the IT EDGE . Creating new customer experiences by building intelligent spaces and digital workspaces.
We are focused on campus, branch, mobility and the IoT to transform business models with the combined power of compute, context, control and secure connectivity.
These jobs focus on selling to customers through the Partner as an extension of HPE's salesforce, typically through work that occurs outside HPE offices.
You will make your mark by apply developed subject matter knowledge to solve common and complex business issues within established guidelines and recommends appropriate alternatives.
Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process.
Exercises independent judgment within generally defined policies and practices to identify and select a solution. Ability to handle most unique situations.
May seek advice in order to make decisions on complex business issues.In a typical day as a Channel Manager Greece & Cyprus , you would
Serve as a trusted advisor to the Partner Value Added Reseller (VAR), Distributor, SI, ISV, Managed Service Provider) on where to play within emerging trends in Partner's ecosystem in alignment with HPE business priorities.
Works with the Partner to create a mutually beneficial plan for the future.
Drive end-to end HPE revenue, profitability, and pipeline by creating joint business plans and leading data-driven sales efforts with the Partner.
Articulate both HPE global and local business strategies to effectively "sell with," "sell to," and "sell through"" the Partner, creating a scalable selling ecosystem.
Develop solid knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology and communicates value of the portfolios and solutions to better differentiate HPE from competitors.
Demonstrate business and sales leadership by building mutually beneficial relationships with one or many Partners to grow HPE market share.
Coordinate and executes HPE activities with the Partner, leveraging HPE specialists when needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements.
Drive HPE marketing strategy through the customer.
Drive and implements HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE.
Tailor selling solutions to fit the needs of the partner's customer profile including HPE products, services and technology alliances to achieve assigned quota.
May recruit and develop business relationships with new partners, working to increase partner commitment to HPE.
May spend time monitoring Partner sales floor to help develop pipeline.
Work to ensure that partners are aware of, and compliant with, HPE's SBC requirements for Partners, including applicable legal obligations.
Holding a Bachelor's degree preferred, or equivalent experience.
Typically 4-8+ years of selling experience.
Solid experience in selling to partners desired.
Knowledge and Skills
Technology Acumen : Solid awareness of current technology trends and related HPE strategy and ability to articulate same to Partner.
Sales Acumen : 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.
Account Management : Solid 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.
Portfolio Knowledge : Solid 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.
Partner Industry Acumen : Solid understanding of Partner industry, trends, competitors, and the channel.
Partnering Acumen : Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts.
Solid understanding of the Partner's relationships and needs.
Financial Acumen : Solid 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.
Sales Forecasting : Ability to look forward and anticipate partner needs, proactively forecasting sales quota and effectively bridging sales gaps.
Communication : Professional, clear, and effective verbal and written communication.
Time Management : Ability to prioritize and effectively meet deadlines.
Creativity and Entrepreneurship : Ability to innovate, think beyond proscribed solutions, and take proactive steps to advance HPE sales efforts.
Impact / Scope
Responsible for accounts with a mid-level range of annual revenue
Assigned average or higher size quota.
Primary focus for partner sales on SMB segment.
Focus on partners with mid-level HPE specialization and commitment.