Global Distribution Channel Specialist

Global Distribution Channel 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:

   

Serves as a trusted adviser to the Partner and develops a mutually beneficial relationship in alignment with HPE business priorities. Understands how to work with large distribution partners and create broad relationships that drive HPE revenue. Drives end-to-end revenue, HPE profitability, and pipeline through joint business plans and data-driven sales efforts. Articulates both HPE global and local business strategies to effectively “sell with”, “sell to”, and “sell through” the Partner, creating a scalable selling ecosystem. Major focus on building out ECO system partnerships with 3rd parties and tracking the GTM efforts to ensure goals are hit. International experience required. Develops knowledge of Partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology to differentiate HPE from competitors. Coordinates and executes HPE activities with the Partner, leveraging HPE specialists when needed. Aligns field sales to drive increased value to HPE for pipeline and revenue/profit growth while leveraging the collective strength of the partner ecosystem. Leads HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE. These jobs focus on selling to customers through the Partner as an extension of HPE's salesforce, typically through work that occurs outside HPE offices.

For the right candidate this is open to remote work for Us citizens located within the United States. This role will require up to 30% travel.

Management Level Definition:

Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

Responsibilities:

• Serves as the expert to the partner for complex information regarding product, services, and software transitions, promotions, and configurations.
• Educates and updates partners on new company technologies or solutions. May be brought in by partners to sell company brand to end customers.
• Establishes and maintains account plans to promote sales growth.
• Achieves assigned quota for company products, services, and software.
• Transactional and relationship selling within a team of selling professionals; physically visits partner customers at their offices.
• Creates, fills-in and manages company funnel for deals with partners and transforms potential leads into joint sales activities.
• Establishes relationship with partner at all organization levels including senior executives.
• Ensures partners are compliant with legal and SBC practices.
• May drive SOW growth with distributors who are managing small partners on behalf of company.
• May recruit and develop business relationship with new partners.

Education and Experience Required:

• University or Bachelor's degree preferred.
• Typically 5-8 years of selling experience at end-user account or partner level.
• Solid experience in selling to partners in a complex environment.
• Experience selling software,
• Understanding monthy recurring revenue models,
• Experience working with Global Distributors, Security, Disaster Recovery background
• Global experience, cross collaboration with multiple teams,
• Good understanding of SFDC, business planning and working with global partners

Knowledge and Skills:

• Solid understanding of the IT industry, competing v