Business Development Manager
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Key skills for this role
About the Role
Hewlett Packard Enterprise seeks a Business Development Manager to serve as a trusted advisor to partners and distributors in the Middle East. The role drives revenue, profitability, and pipeline through joint business plans and data-driven sales efforts.
Key Skills for This Role
Responsibilities
- Serve as a trusted advisor and expert to Partners (VAR, Distributor) on emerging trends in alignment with HPE business priorities
- Drive end to end HPE revenue, profitability, and pipeline by creating joint business plans and leading data driven sales efforts with the Partner
- Articulate HPE global and local business strategies to effectively 'sell with,' 'sell to,' and 'sell through' the Partner
- Develop thorough knowledge of partner priorities, industry trends, IT landscape, and HPE technology to differentiate from competitors
- Build mutually beneficial, executive level relationships with one or many Partners to grow HPE market share
- Coordinate and execute HPE activities with the Partner, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements
- Lead and implement HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty
- Tailor selling solutions to fit the needs of the partner's customer profile including HPE products, services and technology alliances to achieve assigned quota
- Recruit and develop business relationships with new partners, working to increase partner commitment to HPE
- Monitor Partner sales floor to help develop pipeline
- Ensure partners are aware of and compliant with HPE's SBC requirements for Partners
Requirements
- University or Bachelor's degree preferred, or equivalent experience
- Typically 6 10+ years of selling experience at end user account or partner level
- Experience selling to partners in a complex environment
- Thorough awareness of current technology trends and related HPE strategy
- Strong sales acumen and ability to influence partners
- Thorough understanding of business and financial fundamentals
- Thorough understanding of HPE products and competitive landscape
- Excellent negotiation and conflict management skills
- Professional, clear, and effective verbal and written communication
- Ability to prioritize and effectively meet deadlines
Full Job Posting
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.
Responsibilities
- Serves as a trusted advisor and expert to the Partners e.g. Value Added Reseller (VAR), Distributor, on where to play within emerging trends in Partner's ecosystem in alignment with HPE business priorities.
- Drives end to end HPE revenue, profitability, and pipeline by creating joint business plans and leading data driven sales efforts with the Partner.
- Articulates both HPE global and local business strategies to effectively 'sell with,' 'sell to,' and 'sell through' the Partner, creating a scalable selling ecosystem.
- Develops thorough knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology and communicates value of the portfolios and solutions to better differentiate HPE from competitors.
- Demonstrates business and sales leadership by building mutually beneficial, executive level relationships with one or many Partners to grow HPE market share.
- Coordinates and executes HPE activities with the Partner, leveraging HPE specialists when needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements.
- Leads and implements HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE.
- Tailors selling solutions to fit the needs of the partner's customer profile including HPE products, services and technology alliances to achieve assigned quota.
- Recruit and develop business relationships with new partners, working to increase partner commitment to HPE.
- Spend time monitoring Partner sales floor to help develop pipeline.
- Works to ensure that partners are aware of, and compliant with, HPE's SBC requirements for Partners, including applicable legal obligations.
Education and Experience
- University or Bachelor's degree preferred, or equivalent experience.
- Typically 6 10+ years of selling experience at end user account or partner level.
- Experience selling to partners in a complex environment.
Knowledge and Skills
- Technology Acumen: Thorough awareness of current technology trends and related HPE strategy.
- Sales Acumen: Able to influence the partner to take actions that create increased value to HPE.
- Account Management: Thorough understanding of business and financial fundamentals to develop strategic plans.
- Portfolio Knowledge: Thorough understanding of HPE products and how they can deliver value to customers.
- Partner Industry Acumen: Thorough understanding of Partner industry, trends, competitors, and the channel.
- Partnering Acumen: Builds understanding of and relationships with partner and internal community.
- Negotiation and Conflict Management: Ability to achieve agreement within business contexts.
- Financial Acumen: Thorough understanding of financial accounting concepts.
- Sales Forecasting: Ability to look forward and anticipate partner needs.
- Communication: Professional, clear, and effective verbal and written communication.
- Time Management: Ability to prioritize and effectively meet deadlines.
- Creativity and Entrepreneurship: Ability to innovate and take proactive steps.
What We Can Offer You
- Health & Wellbeing: Comprehensive suite of benefits.
- Personal & Professional Development: Programs to help you reach career goals.
- Unconditional Inclusion: Inclusive work environment.
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