Channel Compute Specialist

Channel Compute Specialist

  

This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE partner/customer office.

Job Description:

   

As a Channel Compute Specialist you are the driving force of HPE’s compute portfolio within our partner ecosystem. With the majority of our business being done via the channel, you will be the authority in driving preference, repeatability and excellence with your channel partner(s). Your role will be wide ranging and will rely on establishing relationships within the channel and HPE. You will provide specialist product knowledge to prospect, qualify, negotiate and close opportunities. You will build and own campaigns, working with our BU and alliances teams to increase funnel, share of wallet and preference.

Management Level Definition:

Applies intermediate level of subject matter knowledge to solve a variety of common business issues. Works on problems of moderately complex scope. Acts as an informed team member providing analysis of information and limited project direction input. Exercises independent judgment within defined practices and procedures to determine appropriate action. Follows established guidelines and interprets policies. Evaluates unique circumstances and makes recommendations.

Responsibilities:

• Actively prospects within partners to discover or cultivate solutions sales opportunities within compute (in close cooperation with the HPE/Partner account manager.
• Manage sales pipeline, forecast key opportunities and drive elements of sales cycle.
• Identify situations or opportunities to cross or up-sell. Be knowledgeable about our competitive positioning to get HPE in ‘more fights’.
• Establish a professional, working, and consultative, relationship with your partner(s), understand what their priorities are and influence them.
• Work with your assigned internal partner teams to drive joint priorities.
• Interface with both internal and external/industry experts and/or alliances to anticipate customer needs and facilitate solutions development.
• Deliver key enablement to build sales readiness and reduce partner learning curve through effective knowledge transfer.
• Be on partner site 2-3 times per week to champion our ‘annoyingly everywhere’ team mantra.
• Attend and contribute to partner events – HPE and/or partner owned e.g. CIC events, partner kick-offs etc.

Education and Experience Required:

• University or Bachelor's degree preferred. Demonstrated achievement of progressively higher quota, diversity of business customer and higher level customer interface.
• HPE Compute portfolio knowledge not mandatory, however, must be able to showcase learning intensity and knowledge ramping skills.

Knowledge and Skills:

• In depth knowledge about product, service, solution and differentiators between own offerings and what are the competitor's offerings.
• Applies specialised technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple opportunities for feasibility.
• Use knowledge in specialty, and consultative selling skills, to proactively help customers with making IT business decisions.
• Solid communication and presentation skills.
• Enablement and presentation skills – both F2F and virtual
• Have enough knowledge about a product, service or solution to be able to qualify a deal.
• Negotiation and conflict management skills to win us deals and reduce any external negative impact.
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
• Regular use of SFDC, NGQ, Seismic and other key selling tools.
• Understanding of HPE and HPE partner processes such as Deal Reg etc.

Accountability, Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

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.

#unitedkingdom#digitalsales, #sales

Job:

Sales

Job Level:

Intermediate

    

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

   

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.