Channel Acceleration Private Cloud AI Lead

Channel Acceleration Private Cloud AI Lead

  

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:

   

Develops and nurtures a strategic/mutually beneficial relationship with a targeted set of PCAI resellers, distributors and/or Independent Software Vendors (ISVs) and their ecosystem to drive additional revenue with joint sales efforts. Works closely with GTM colleagues and sales teams to increase the indirect Funnel. These jobs focus on selling to partners, typically through work that occurs outside HPE offices.

Unique mastery and recognized authority on relevant subject matter knowledge including AI technologies, theories and techniques. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develop sales strategy and set functional policy and direction. Acts as a functional manager within the area of expertise but might not manage other employees as a primary job function.

Responsibilities:

• Influences PCAI Focus Partner sales teams to partner for near-term revenue growth, while at the same time, develop joint relationships, sales initiatives and programs for long-term sustained Partner success.
• Aligns closely with the regional sales teams to ensure the identification, pursuit, closure, and tracking of customer opportunities to perpetuate the existing base of company revenue - engage in customer specific activities as needed.
• Having the WW channel PCAI budget responsibility the role needs to drive the sales efforts to achieve targets

Education and Experience Required:

• University or Bachelor's degree; advanced degree or MBA preferred.
• Typically 12+ years of selling experience at end-user account or partner level.
• Experience as successful account/business manager, selling to CxO and decision-maker level.

Knowledge and Skills:

• Deep understanding of the AI market and the ecosystem around.
• Actively and proactively manages the partner to protect & grow company's business; coordinates all partner plans, funnel activities and forecast process.
• Aggressively shapes offers in pursuit of new business and/or portfolio enhancement.
• Leadership skills and ability to motivate and manage partner's sales force.
• Develops Partner account plans based on PCAI GTM strategy.
• Executive engagement skills.
• Deep understanding of the IT industry, competing vendors, and the channel.
• Dimensions include competitive positioning and business models.
• Deep understanding of the company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
• Deep understanding of the company's products, software, and services. Able to communicate the strengths of company's offerings relative to competition, and overcome objections.
• Effectively sells company offerings by building strategic relationships with partner senior management, principles and decision makers; aligning partner and company processes; and promoting company programs and offerings.
• Coordinates and directs efforts across the company's sales teams.

Additional Skills:

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 Thin