Partner Account Manager-Alliances

Partner Account Manager-Alliances

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 days per week from an HPE office.

Job Description:

Global Sales at HPE is about building the future. We are redefining what’s next and combining our legacy of innovation with a bold new goal to accelerate everything we do. Our sales organization is comprised of 10,000+ professionals in sales, presales, service, and support functions. Together with our partners, we deliver global, commercial, public sector & small/medium business customers throughout 11 geographies. We’re transforming businesses. Join us redefine what’s next for you.

Job Family Definition:

Develops and nurtures a strategic/mutually beneficial relationship with the partner or with a targeted set of resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) and their ecosystem partners to drive additional revenue with joint sales efforts. Works closely with business development colleagues and sales teams to increase awareness of alliance related opportunities, and engages with the appropriate HPE executive to build targeted strategic relationships to build long term business opportunities for the company. These jobs focus on selling to customers, typically through work that occurs outside HPE offices.

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.

What you’ll do:

Responsibilities:

• Aligns closely with Sales teams to increase awareness of alliance related opportunities and to enable pipeline revenue tracking for alliance programs.
• Develops nurtures and maintains strong business relationship with Alliance Partner.
• Achieves assigned quota for company products , services and software.
• Coordinates the input of specialists to assess opportunities and make recommendations.
• Leads the company alliances team in supporting partners.
• Advocates Alliance perspective internally and troubleshoot inhibitors to effective selling or fulfillment.
• Educates/motivates partners to grow the company's market share on the specific category.

What you need to bring:

Education and Experience Required:

• University or Bachelor's degree preferred.
• Typically 3-5 years of experience.
• Solid experience in selling products and services.

Knowledge and Skills:

• Understands the company organization.
• & operations - structure and business model, key business rules, alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives.
• Based on sound product knowledge, positioning strategies and key benefits messages, motivational and communication skills to ensure high sales performance of partners/resellers.
• Partners effectively with others to ensure coordinated, efficient account management.
• Advocates for partner needs in negotiating solution sales.
• Understanding of the IT industry, competing vendors, and the channel, including competitive positioning.
• Understanding of the company's organization & operations, including key business rules, partner segmentation, key programs & initiatives, structure.
• Understanding of a select set of the company's products, software, and services.
• Able to communicate the strengths of the company's offerings, and overcome objections.
• Effectively sells the company offerings by building strategic relationships with partner contacts; and promoting company programs and offerings.
• Develops account plans with partner to grow company's share of the business.
• Partners effectively with others to ensure coordinated, efficient account management.

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.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.

#india#sales

Job:

Sales

Job Level:

Intermediate

Hewlett Packard Enterprise is EEO F/M/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.