Overview
This role is designed as Hybrid with an expectation that you will work on average 2 days per week from an HPE office.
About the company
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, to turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture values varied backgrounds and supports flexible work arrangements. 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
* Working with the PAM to develop the business plan for the partner: set strategy for the partner including any specific solution vertical focus; identify sales and technical skills gaps and develop a training plan; identify opportunities for the partner to develop a differentiated offering; prepare and participate in the quarterly business reviews.
* Ensure the partner has the required technical capabilities to deliver against the business plan: deliver product and solution updates to partner sales and technical teams; ensure required technical skills and certifications to qualify and maintain the partner’s status; position and quote HPE Aruba networking solutions with correct product selection and a bill of materials; ensure appropriate resources are allocated to customer projects; maintain partner lab capability and up-to-date demonstrations; create and implement high-level and low-level designs aligned with HPE Aruba networking best practice and verified design guides.
* Support the partner with customer engagements: act as the voice of HPE, deliver strategy presentations, liaise with other HPE teams, assist with use of resources such as the CIC, support customer events, and drive Airheads membership with customers.
* Support the partner with bids and tender responses: help the partner find answers to tender questions; provide answers by working with other HPE teams. It is not the responsibility of the TAM to respond to tenders in whole or in part.
* Support the partner engagement with TAC: ensure understanding of the TAC process, be aware of customer technical issues, assist with TAC escalations, and inform other HPE teams of customer escalations.
* Extended team members employed directly by the partner (funded head): ensure funded heads feel part of the HPE Aruba networking team, monitor skills, drive training, and 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, 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 a comprehensive suite of benefits that support physical, financial and emotional wellbeing.
Personal & Professional Development: We invest in your career with programs to help you reach your goals, whether deepening expertise or applying skills to another division.
Unconditional Inclusion: We are inclusive and value varied backgrounds. We offer flexibility to manage work and personal needs, and we aim to work boldly together as a force for good.
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Compliance
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. Our goal is to be one global team that is representative of our customers in an inclusive environment where we continue to innovate and grow together. HPE will comply with all applicable laws related to employer use of arrest and conviction records. No Fees Notice and Recruitment Fraud Disclaimer: HPE will never charge candidates or agencies for recruitment. If you encounter suspected fraud, verify credentials with the hiring organization.
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