High Velocity Business Development Manager, HPE Networking - EMEA

High Velocity Business Development Manager, HPE Networking

• EMEA This role has been designed as 'Hybrid' with a requirement that you will work on average 2 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 varied 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: Job Family Definition: The EMEA High Velocity Business Development Manager , as part of the HPE Networking EMEA Transactional Sales team, influences and manages the Mist for SMB/Midmarket solution offering, positioning across the product life cycle of the portfolio, in partnership with the regional sales teams, Partners and Distributors. Responsible to plan the business objective and to achieve this plan through on-going adjustments of the product positioning & offering related decisions in collaboration with the Sales Program Manager and Pricing team. This person acts as the expert in SMB/MM business and has in depth competitive knowledge in all dimensions (product knowledge, pricing, marketing, customer requirements). Communicates, briefs, supports the regional teams and Partner sales force on Solution offerings. Influences GTM and defines demand generation priorities at strategic and tactical levels in partnership with the regional teams. Applies Networking Product & Solutions knowledge (for SMB/MM Markets and Channel Sales) 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. Exercises significant independent judgment to determine best method for accomplishing work and achieving objectives. Provides guidance to the extended teams across the regions. Responsibilities:
• Has deep understanding of the (HPE) Networking SMB/MM product & solutions portfolio, business management and sales challenges and strategies.
• Actively contributes to the definition of the business plan and drives the execution down to country level
• Establishes relationships and represents the team with regional sales force and other partners at senior level.
• Has quota responsibility for Mist in SMB/MM product range leveraged in the high velocity business.
• 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. Works with the Partner to create a mutually beneficial plan for the future.
• Demonstrates business and sales leadership by building mutually beneficial, executive-level relationships with one or many Partners to grow HPE market share.
• 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 and ability to articulate same to Partner.
• Networking Technology Knowledge
• Demonstrates a solid understanding of enterprise networking concepts, including LAN, WLAN, switching, routing, network security, SD-WAN, cloud networking, AI-driven networking, and network management solutions.
• Able to confidently engage partners and customers in business and technical conversations regarding networking architectures, infrastructure modernization, and digital transformation initiatives.
• Understands the value proposition and competitive positioning of the HPE Networking portfolio (including Aruba and Juniper technologies) and can articulate business outcomes.
• Comfortable working alongside Sales Engineers and Solution Architects to identify opportunities, qualify customer requirements, and position appropriate networking solutions.
• Maintains awareness of technology trends impacting enterprise networking, including AI-native networking, cloud-managed networking, automation, security, and hybrid cloud environments.
• Sales Acumen: Able to influence the partner 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.
• Account Management: Thorough understanding of business and financial fundamentals to develop strategic plans with the partner that are aligned to customer and HPE strategies, creating increased business opportunities and value for HPE.
• Portfolio Knowledge: Thorough understanding of HPE products and how they can deliver value to customers in contrast to HPE's competitors. Ability to select the best product for the customer's needs, maximizing value for both the customer and HPE. Trend-setter for new HPE products and initiatives, focusing on driving sales of newer, high-margin products and solutions to the customer.
• Partner Industry Acumen: Thorough understanding of Partner industry, trends, competitors, and the channel. Considered a subject matter expert for the Partner industry.
• Partnering Acumen: Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts. Thorough understanding of the Partner's relationships and needs.
• Negotiation and Conflict Management: Ability to achieve agreement within business contexts, and resolve issues so that every party is satisfied.
• Financial Acumen: Thorough understanding of financial accounting concepts such as income statements, balance sheets, revenue projections, etc. to assess customer financial health, identify potential risks, and position value propositions of HPE solutions.
• 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. Impact/Scope:
• Responsible for accounts with a mid-level range of annual revenue
• Assigned average or higher size quota. Complexity:
• Primary focus for partner sales on SMB segment.
• Focus on partners with mid-le