Inside Distribution Business Manager DACH
Hewlett Packard Enterprise
Prague, Praha
před 2 dny

At Hewlett Packard Enterprise, we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work.

What sets us apart? Our people and our relentless dedication to helping our customers make their mark on the world.

We are a team of doers, dreamers and visionaries; inspired by our purpose and driven by our strategy. We live by our three values : partner, innovate and act.

Our legacy inspires us as we forge ahead, always pushing to discover what’s next. Every day is a new opportunity to advance and grow ourselves, our company and the industry.

Some people call it an obsession, we call it a way of life.

What you need to know about the job

Manages virtually (by phone, electronically or social media) a set of assigned or acquired partners accounts. Builds, maintains and forecasts sales pipeline, creates and develops partners account plans.

Works closely with company outside sales, channel partners and / or end customers to move sales opportunities to closure.

May qualify leads to create new sales opportunities. Sets and executes sales strategy for assigned portion of partners account, territory or industry vertical.

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

Drives end-to-end revenue, Aruba profitability, and pipeline through joint business plans and data-driven sales efforts.

Build partner loyalty to Aruba and focus on selling to customers through the Partner as an extension of Aruba’s salesforce

Responsibilities :

  • Sells moderately complex solutions, products and services based on defined territory strategies and plans;
  • Drives end-to end Aruba revenue, profitability, and pipeline by implementing joint business plans and data-driven sales efforts with the Partner.
  • Qualifies and reviews new leads to drive sales opportunities to closure; work with partners / outside sales to ensure a smooth sales transaction
  • Develops basic knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, Aruba priorities, and Aruba Technology and communicates value of the portfolios and solutions to better differentiate Aruba from competitors
  • Builds targeted sales pipeline and forecasts data driven sales activities
  • Coordinates Aruba activities with the Partner, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements.
  • May recruit and develop business relationships with new partners, working to increase partner commitment to Aruba.
  • Education and Experience Required :

  • Bachelor Degree or equivalent in any field (preferably IT / Sales )
  • 3-5 years of relevant work experience or equivalent
  • Experience developing positive relationships and solving customer problems
  • Knowledge and Skills :

  • Proficient account management, acquisition, retention and development skills
  • Proficient understanding of company's portfolios of products and services
  • Proficient knowledge of IT and / or industry solutions, products and services to solve business challenges
  • Fluent or native German language is required
  • Proficient communication and negotiation skills
  • Ability to look forward and anticipate partner needs, proactively forecasting sales quota and effectively bridging sales gaps.
  • Ability to prioritize and effectively meet deadlines.
  • Ability to innovate, think beyond proscribed solutions, and take proactive steps to advance Aruba sales efforts
  • Able to collaborate within a team and may lead a sub-team
  • Depending on role, may require hunter approach or strategic "farmer or relationship selling approach.
  • Proficient knowledge in a Customer Relationship Management system or Salesforce system which allows businesses to manage business relationships and the data and information associated with them.
  • 1071443

    HPE is an equal opportunity employer / Female / Minority / Individual with Disabilities / Protected Veteran Status

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