Cloud Sales Strategist

4 semanas atrás

Lisboa, Lisboa, Portugal Hewlett Packard Enterprise Tempo inteiro

Company Overview:
Hewlett Packard Enterprise is a global 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.
We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills.

Job Summary:
This role has been designed as 'Hybrid' with an expectation that you will work on average 2-3 days per week from an HPE office. The Channel Compute Specialist will serve as a trusted advisor to the Partner on where to play within emerging trends in Partner's ecosystem in alignment with HPE business priorities. You will drive end-to-end HPE revenue, profitability, and pipeline by creating joint business plans and leading data-driven sales efforts with the Partner.
The ideal candidate should have solid awareness of current technology trends and related HPE strategy and ability to articulate same to Partner. Strong sales acumen and account management skills are required to develop strategic plans with the partner that are aligned to customer and HPE strategies, creating increased business opportunities and value for HPE.

Responsibilities:
- Serves as a trusted advisor to the Partner (e.g. Value Added Reseller (VAR), Distributor, SI, ISV, Managed Service Provider) on where to play within emerging trends in Partner's ecosystem in alignment with HPE business priorities.
- Drives end-to-end HPE revenue, profitability, and pipeline by creating joint business plans and leading data-driven sales efforts with the Partner.
- 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 solid knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology and communicates value of the portfolios and solutions to better differentiate HPE from competitors.
- Demonstrates business and sales leadership by building mutually beneficial relationships with one or many Partners to grow HPE market share.
- Coordinates and executes HPE activities with the Partner, leveraging HPE specialists when needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements. Drives HPE marketing strategy through the customer.
- Drives and implements HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE.
- Tailors selling solutions to fit the needs of the partner's customer profile including HPE products, services, and technology alliances to achieve assigned quota.
- May recruit and develop business relationships with new partners, working to increase partner commitment to HPE.
- May 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.

Requirements:
- University or Bachelor's degree preferred, or equivalent experience.
- Native in local language and fluent in English.
- Typically 4-8+ years of selling experience.
- Solid experience in selling to partners desired.
- Technology Acumen: Solid awareness of current technology trends and related HPE strategy and ability to articulate same to Partner.
- 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.
- Account Management: Solid 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: Solid 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.
- Partner Industry Acumen: Solid understanding of Partner industry, trends, competitors, and the channel.
- Partnering Acumen: Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts. Solid understanding of the Partner's relationships and needs.
- Financial Acumen: Solid 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.

What We Can Offer:
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.

Estimated Salary: $120,000 - $180,000 per annum depending on location and experience

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