Overview
This role has been designed as ‘Hybrid’ with an expectation 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
The role is to work closely with the aligned Partner Account Manager (PAM) to develop business partners so they can deliver on their HPE Aruba networking business plan. The role is to become a trusted advisor that engages with senior technical management within the partner and focuses on the technical aspects of the HPE Aruba networking/partner relationship. This allows the PAM to focus on the business aspects such as the business plan, sales enablement, forecasting, finance and supply chain.
Responsibilities
The specific responsibilities fall into the following categories:
* Working with the PAM to develop the business plan for the partner
o Set strategy for the partner including any specific solution vertical focus.
o Identify sales and technical skills gaps and develop a training plan.
o Identify opportunities for the partner to develop a differentiated offering.
o Prepare and participate in the quarterly business reviews.
* Ensuring the partner has the required technical capabilities to deliver against the business plan
o Deliver product and solution updates to partner sales and technical teams so they have up-to-date knowledge of product capabilities and the value proposition.
o Ensure the partner has the required technical skills and certifications to qualify and maintain medal status.
o Position, design and quote HPE Aruba networking solutions, including correct product selection and building a bill of materials.
o Ensure the appropriate scale of skilled resources to deliver the business plan and allocate them to customer projects.
o Maintain partner lab capability to demonstrate products and solutions and keep it operational and up to date.
o Create and implement high-level and low-level designs aligned with HPE Aruba networking best practices and verified design guides, including scaling and code version selection.
o Provide technical support skills to troubleshoot issues and know when to engage HPE Aruba Networking TAC.
* Supporting the partner with customer engagements
o Act as the voice of HPE and deliver strategy presentations.
o Coordinate with other HPE sales and technical teams involved in customer projects.
o Work with the PAM to ensure effective use of HPE resources such as the CIC, including agenda and speaker selection.
o Assist the partner with customer events.
o Drive Airheads membership with customers.
* Supporting the partner with bids and tender responses
o Help the partner find answers to tender questions themselves.
o Provide answers to tender questions by coordinating with other HPE teams.
o It is not the responsibility of the TAM to respond to tenders or RFPs in whole or in entire sections.
* Supporting the partner engagement with TAC
o Ensure the partner understands the TAC process so customer issues are dealt with appropriately.
o Monitor customer technical issues.
o Assist the partner with TAC escalations.
o Make other HPE teams aware of customer escalations.
* Extended team members employed directly by the partner (Funded head)
o Ensure funded heads feel part of the HPE Aruba networking team.
o Monitor skills and drive an appropriate training plan.
o Monitor activity to ensure appropriate use of resources.
Education & Experience
* University or Bachelor’s degree
* 8+ years of relevant work experience or equivalent.
Additional Skills
* Accountability
* Active Learning
* Active Listening
* Assertiveness
* Bias
* Building Rapport
* Buyer Personas
* Coaching
* Complex Sales
* Creativity
* Critical Thinking
* Cross-Functional Teamwork
* Customer Experience Strategy
* Customer Interactions
* Design Thinking
* Empathy
* Financial Acumen
* Follow-Through
* Growth Mindset
* Identifying Sales Opportunities
* Industry Knowledge
* Intellectual Curiosity
* Long Term Planning
* Managing Ambiguity
What We Can Offer You
Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development
We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Unconditional Inclusion
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.
Let’s Stay Connected
Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.
Job Information
* Job: Sales
* Job Level: TCP_04
* Employment type: Full-time
* Job function: Sales and Business Development
* Industries: IT Services and IT Consulting
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.
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