ePlus Partner Business Manager

ePlus Partner Business Manager

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Who We Are

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description

Serves as a trusted adviser to the Partner and builds a mutually beneficial relationship aligned with HPE business priorities. Drives end-to-end revenue, HPE profitability, and pipeline through joint business plans and data-driven sales efforts. Develops deep knowledge of Partner priorities, industry trends, the IT landscape, IT investment strategy, HPE priorities, and HPE Technology to differentiate HPE from competitors. Coordinates and executes HPE activities with the ePlus, leveraging HPE specialists as needed. Aligns field sales to drive greater value for HPE in pipeline and revenue/profit growth while leveraging the collective strength of the partner ecosystem. Leads HPE strategy, programs, and systems with and on behalf of ePlus to ensure accelerated financial outcomes and build partner loyalty to HPE. This role focuses on selling to customers through ePlus as an extension of HPE's salesforce, typically through work conducted outside HPE offices.

Responsibilities

• Serves as a trusted advisor and expert to ePlus on where to play within emerging trends in the Partner's ecosystem, aligned with HPE business priorities. Works ePlus to create a mutually beneficial plan for the future.
• Drives end-to-end HPE revenue, profitability, and pipeline by developing joint business plans and leading data-driven sales efforts with ePlus.
• Develops a thorough understanding of ePlus’s priorities, industry trends, the IT landscape, IT investment strategy, HPE priorities, and HPE Technology, and communicates the value of the portfolios and solutions to better differentiate HPE from competitors.
• Demonstrates business and sales leadership by building mutually beneficial, executive-level relationships with ePlus to grow HPE’s market share.
• Coordinates and executes HPE activities with ePlus, leveraging HPE specialists as needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements.
• Drives the account mapping process with the ePlus and HPE Sales teams to align field sales. Promotes greater value for HPE by driving pipeline and revenue/profit growth while leveraging the collective strength of the partner ecosystem.
• Leads and implements HPE strategy, programs, and systems with and on behalf of ePus to ensure accelerated financial outcomes and build Partner loyalty to HPE. Influences ePlus to drive an increased number of sellers, Solution Architects, and other Partner resources to the HPE portfolio.
• Tailors solutions to fit the needs of ePlus’s customer profile, including HPE products, services, and technology alliances, to achieve the assigned quota.
• Recruit and develop business relationships with new partners to increase partner commitment to HPE.
• Works to ensure that partners are aware of and compliant with HPE's SBC requirements for Partners, including applicable legal obligations.

Education and Experience

• University or Bachelor's degree preferred, or equivalent experience.
• Typically, 8+ years of partner selling experience
• Experience selling to partners in a complex environment.
• Experience working with and through ePlus

Knowledge and Skills

• Technology Acumen: Thorough awareness of current technology trends and related HPE strategy, with the ability to articulate them to ePlus.
• Sales Acumen: Able to influence the partner to take actions that create greater value for HPE. Effectively exercises selling skills such as identifying potential opportunities, utilizing appropriate sales platforms and resources, and formulating and proposing solutions to expand HPE's business. Acts with a sense of urgency to build strong customer relationships and drive solutions for the partner.
• Account Management: Thorough understanding of business and financial fundamentals to develop strategic plans with the partner that align with customer and HPE strategies, creating increased business opportunities and value for HPE.
• Portfolio Knowledge: Thorough understanding of HPE products and how they deliver value to customers compared with HPE's competitors. Ability to select the best product for the customer's needs, maximizing value for both the customer and HPE. Trendsetter for new HPE products and initiatives, focused on driving sales of newer, high-margin products and solutions to the customer.
• Partner Industry Acumen: Thorough understanding of the Partner industry, trends, competitors, and the channel. Considered a subject matter expert in the Partner industry.
• Partnering Acumen: Builds understanding of and relationships with the partner and the internal community across all types and levels of the business, integrating sales engagement efforts. Thorough understanding of the partner's relationships and needs.
• Negotiation and Conflict Management: Ability to reach agreement in business contexts and resolve issues so that every party is satisfied.
• Financial Acumen: Thorough understanding of financial accounting concepts, including income statements, balance sheets, and revenue projections, to assess customer financial health, identify potential risks, and position HPE solutions' value propositions.
• Sales Forecasting: Ability to look ahead and anticipate partner needs, proactively forecast the sales quota, and effectively bridge sales gaps.
• Communication: Professional, clear, and effective in both verbal and written communication.
• Time Management: Ability to prioritize and meet deadlines effectively.
• Creativity and Entrepreneurship: Ability to innovate, think beyond prescribed solutions, and take proactive steps to advance HPE sales.

Impact/Scope

• Responsible for aligning sales pursuits across diverse customer segments, including Commercial, Enterprise, Public Sector, Cloud, Hyperscalers, and Service Providers.
• Assigned a significant sales quota.

Complexity

• Focus on partners with mid-level HPE specialization and commitment.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here. Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

Accessibility HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here. Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

What We Can Offer You

Health & Wellbeing

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.

Personal & Professional Development

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.

Unconditional Inclusion

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. Let's Stay Connected: Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

Job: Sales Job Level: Expert

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 203,000 - 420,000 in New York // 178,500 - 420,000 in Maryland & Pennsylvania & Virginia 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%.

Information about employee benefits offered in the US can be found at

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 based on 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.

Equal Opportunity Employer (EEO) Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law.

HPE is an E-Verify employer. E-Verify is an Internet-based system that compares information from an employee's Form I-9, Employment Eligibility Verification, to data from U.S. Department of Homeland Security and Social Security Administration records to confirm the employment eligibility of all newly hired employees. For more information click here.

Accessibility HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here. Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

Disclosure of Sensitive Personal Data Please ensure the resume you submit to us does not include any sensitive personal data. Sensitive personal data includes data revealing information about your racial or ethnic origin, political opinions, religious or philosophical beliefs, trade union membership, health, sex life or sexual orientation. To the extent the resume you submit does have this type of personal data, you consent to the storing and processing of this data by HPE for the purpose of reviewing and managing your application.