Manager, Channel Partner Compute Sales

Manager, Channel Partner Compute Sales

  

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:

   

The Channel Compute Partner Manager is a first line manager of 8-15 Compute Partner Account Manager (CPAM) specialist sellers. The manager leads the team to success by providing coaching, mentoring, inspiration, and direct oversight to the CPAM team.  Manage the indirect channel sales motion towards growth and increased profitability. Responsible for creating a high-performance team through recruiting, developing, and retaining sales talent.

Building and nurturing executive level relationships with the partner sales executives is key to the manager’s success. The ability to communicate HPE’s overall portfolio strategy throughout the aligned partners’ organizations is critical to success.  The manager is responsible for overall orchestration of both strategic and transactional sales motions with the partner community in a two-tiered channel model.

This role requires a balance of sales, organizational, and technical acumen to be able to drive profitable growth through the partners and promote HPE as the premier channel-focused partner in the industry.

Sounds like you? Then we have the right opportunity for you!

For the ideal candidate this role could be open to candidates located within the US

Job Description:

Key Responsibilities:

• Lead a team of 8-15 channel partner sellers focused on the HPE compute portfolio.
• Train the sales to on outcome-based sales engagements to grow HPE orders and revenue from our partners
• Tell and sell the HPE story partners and their customers
• Engage with partner and distribution executive management to align priorities, build and review business plans, and drive profitable growth
• Lead large audience and executive discussions around HPE’s compute portfolio’s value proposition and gain buy-in on why the partner should lead with HPE
• Support partner co-selling motions and HPE direct field seller co-selling engagements with the partner community
• Act as a partner champion inside HPE with HPE sales and business unit executives
• Collaborate with the HPE PBM,  Storage, Hybrid Cloud, and Networking executive management to align priorities and goals across the partner ecosystem.

Requirements:

• 3+ years of sales management experience
• 3+ years working with channel partners either through end user field engagements or sell-thru channel partners
• 8+ years of IT Data Center Infrastructure sales experience, compute portfolio experience preferred
• Ability to engage and present HPE’s overall technical and business strategy to CxO level executives
• Experience training and mentoring sales professionals in outcome based selling techniques such as the Challenger™ Selling Model
• Ability to work across management level cross-functional teams to drive consensus on overall business priorities
• Bachelors degree in business management, computer science, engineering, or related fields

Knowledge and Skills:

• Ability to lead, coach, and mentor a team of sales professionals in the high-tech IT industry
• Experience with IT Data Center compute hardware, software, services sales lifecycles
• Deep understanding of the IT Data Center infrastructure and software channel ecosystem
• Understanding of the IT Data Center market buying cycles and players in North America (on-prem, hybrid, cloud)
• Knowledge of HPE’s portfolio and strategy as well as key industry competitors
• Ability to tailor messaging to audiences from first line sellers to CxO level executives at both the partner and their customers’ target organizations

Additional Skills:

Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building