Channel GreenLake Sales Specialist

Serves as a trusted adviser to the Partner and develops a mutually beneficial relationship in alignment with HPE business priorities. 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. 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.

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

• →Serves as the expert to the partner for extremely complex information regarding product, services, and software transitions, promotions, and configurations.
• →Promotes company offerings to become a key part of the partner's business and solutions; May be brought by partner 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, and influencing, 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.
• →Actively engages company resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for company.
• →Provides the business rationale and risk assessment for making company investments in the partner.
• →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.

• University or Bachelor's degree.
• Typically 8-12 years of selling experience at end- user account or partner level.
• Experience selling to partners in a complex environment.

• Thorough understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
• Thorough understanding of 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.
• Thorough understanding of 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 decision makers; aligning partner and company processes; and promoting company programs and offerings.
• Develops strategic plans with the partner to grow the size of the business and company's share.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Ability to motivate partner's sales force.
• Coordinates and directs efforts across company sales teams and across business groups.
• Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members.

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

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