Partner Account Manager

Partner Account Manager

  

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.

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:

   

           

The Partner Account Manager is responsible for executing the GTM strategy as it relates to Global and regional System Integrators (SIs) working closely with the WW Sales and Geo ecosystem Partner Account Managers (PAMs). Support recruitment and retention of target profile GSI and regional SI partners; Work with BU teams to package selling tools, planning templates, scorecards and frame the HPE Value Proposition to identified target SI partners. Proactively interlock best practices and case studies across Geos

Works with key global functions, partner enablement, marketing, and portfolio to ensure the Geo PAMs are set up to execute on HPE activities with the SI Partner, leveraging the broader organization when needed. Aligns Geo partner PAMs to drive increased value to HPE for pipeline and revenue/profit growth while leveraging the collective strength of the partner ecosystem.

Responsibilities:

• Accountable for order growth with SI partners including developing tactics to generate qualified pipeline at the WW and Geo levels
• Regularly interlock with Geo partner SI teams to uncover new strategic needs and subsequently execute those via pilots and leads to drive those initiatives
• Provides input to peers and leadership team on overall strategy.
• Ensures optimum sales coverage through our Geo SI partner teams.
• Support the Geo partner teams to build consultative relationships with Partner SI business units and key influencers.
• Demonstrates in depth knowledge HPE portfolio and provides external leadership to industry, community, press.
• Demonstrates thought leadership by directing the Partner SI’s application of technology to new business problems.

Knowledge and Skills:

• Focused on doing what’s right for the business. High energy and contagious enthusiasm. Willing to take on the tough projects and challenges to support growth of the business.
• Ability to handle multiple concurrent projects and drive initiatives in a cross-functional environment.
• Execution Management - Collaborates effectively with the company's BUs and value chain partners to ensure operational responsiveness to challenges, and alignment with business imperatives.
• C-Level Partnering - Contributes to enduring executive relationships that establish the company's consultative professionalism and promotes its total solution capabilities at the highest levels of the SI partner’s organization. Acts as the escalation point for customer issues.
• Solution Selling - Approaches selling from a business solution perspective to ensure that company products and services accurately address the client's true business need in terms of type, scope, level.
• Business and Financial Acumen - Exhibits authoritative business and financial acumen to develop meaningful business recommendations; Understands the portfolio aspect of the company's products/services and how the businesses work together. Understands the balance sheet drivers of SI partners and balances with company requirements.
• Problem Solving - Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution.
• Global Presence - Represents the company on global SI partners with the cultural sensitivity and business maturity appropriate to the high degree of corporate access and level of responsibility involved.
• Able to communicate effectively across multiple levels in SI partner organizations, the company, and the industry.

Complexity

• Leads highly complex sales engagements, project management and coordination to meet customer deadlines.
• Typically oversees engagements with cross-BU portfolio solutions.

Requirements

• 10+ years of in large enterprise selling and/or managing g