Regional Channel Sales Engagement Specialist

Regional Channel Sales Engagement Specialist

  

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 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

   

Regional Channel Sales Engagement Specialist

Responsibilities:

• Execution of the Channel Activation Plan in specific Country or Region.
• Serves as a trusted advisor to the region HPE partner team on specific set of Hybrid Cloud offerings through on-site and virtual engagement
• Indirect RTM Sales target attainment responsibility for the defined category in his region.
• Works in close cooperation with Partner’s Managers, Channel Specialists and Distribution’s managers to deliver strategic objectives
• Enables & educates Partner sales force on specific HPE Hybrid Cloud markets segments and offerings.
• Drives Partners’ Hybrid Cloud growth on Enterprise and below customer segment.
• Increases HPE Partners’ Hybrid Cloud Share of Wallet gains through the positioning or HPE value proposition and competitive differentiators.
• Uncover new areas of opportunity together with the Partners and win new logos.
• Supports and advises partner to navigate HPE Hybrid Cloud strategy, channel incentives and sales tools.
• Articulates both HPE global and local business strategies to effectively "sell with," "sell to," and "sell through" the Partner, creating a scalable selling ecosystem.
• Broad understanding of the category product, business management and sales challenges and strategies.
• Actively contributes to the definition of the channel activation plan.
• Establishes relationships and represents global team with channel force and top partners at senior level.
• Functional responsibility for the team in one or several areas (market analysis, marketing engagement, SF communication etc).

Knowledge and Skills:

• 10+ years of experience with demonstrated success in specialized solution field sales through channel, running technical presentations with internal and external audiences, and sales support programs for complex IT technologies (SaaS/SW, HW, Services).
• Technology Acumen: Solid awareness of current technology trends and related HPE strategy and ability to articulate same to HPE Partner internal team and top partners. Be comfortable reviewing and describing  solutions technical specifications, roadmaps, and in few cases using HPE configuration (OCA) and quoting (NGQ) tools.
• Sales Acumen: Able to influence to take actions that create increased value to HPE. Effectively exercises selling skills such as identifying potential opportunities, utilizing appropriate sales platforms and resources, and formulating and proposing solutions with the goal of expanding HPE's business. Acts with a sense of urgency to build strong customer relationships and drive solutions for the partner.
• Portfolio Knowledge: Solid understanding of HPE products and how they can deliver value to customers in contrast to HPE's competitors.
• Partner Industry Acumen: Solid understanding of Partner industry, trends, competitors, and the channel.
• Partnering Acumen: Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts..
• Sales Forecasting: Ability to look forward and anticipate partner needs, proactively forecasting sales quota and effectively bridging sales gaps.
• Communication: Professional, clear, and effective verbal and written communication.
• Time Management: Ability to prioritize and effectively meet deadlines.
• Creativity and Entrepreneurship: Ability to innovate, think beyond proscribed solutions, and take proactive steps to advance HPE sales efforts.

Additional Skills:

Accountability, Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Fun