Hewlett Packard Enterprise
BusinessDevelopmentManager
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“Business Development Manager at Hewlett Packard Enterprise. Skills: Business Development, Partner Management, Sales Strategy, Revenue Growth. Serve as trusted advisor to Partner. Develop mutually beneficial relationship”
What You'll Achieve.
Drive end-to-end revenue, profitability, and pipeline; Achieve assigned quota; Assure accelerated financial outcomes; Build partner loyalty; Increase partner commitment; Grow HPE market share
Industry & Context.
Applies advanced subject matter knowledge to solve complex business issues; Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors; Exercises significant independent judgment to determine best method for accomplishing work and achieving objectives
Hybrid work arrangement with expectation to work 2 days per week from an HPE office, Responsible for accounts with mid-level annual revenue, Assigned average or higher size quota
What They're Looking For.
Must Have
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, Thorough awareness of current technology trends and related HPE strategy and ability to articulate same to Partner, 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 customer relationships and drive solutions for the partner, 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, 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, Thorough understanding of Partner industry, trends, competitors, and the channel, Considered a subject matter expert for the Partner industry, 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, Ability to achieve agreement within business contexts, and resolve issues so that every party is satisfied, 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, Ability to look forward and anticipate partner needs, proactively forecasting sales quota and effectively bridging sales gaps, Professional, clear, and effective verbal and written communication, Ability to prioritize and effectively meet deadlines, Ability to innovate, think beyond proscribed solutions, and take proactive steps to advance HPE sales efforts
Nice to Have
May recruit and develop business relationships with new partners, working to increase partner commitment to HPE Networking Instant On, 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
What You'll Do.
Serve as trusted advisor to Partner
Develop mutually beneficial relationship
Drive end-to-end revenue
Develop joint business plans
Lead data-driven sales efforts
Articulate business strategies to sell with
Create scalable selling ecosystem
Tailor solutions to influence partner ecosystem
Develop knowledge of partner priorities
Develop knowledge of industry trends
Develop knowledge of IT landscape
Develop knowledge of IT investment strategy
Develop knowledge of Instant On priorities
Develop knowledge of Instant On Technology
Differentiate HPE from competitors
Coordinate Instant On activities with Partner
Leverage HPE specialists and marketing
Align field sales to drive value
Lead Instant On strategy
Assure accelerated financial outcomes
Build partner loyalty
Tailor selling solutions to partner needs
Achieve assigned quota
Recruit and develop new partners
Increase partner commitment
Monitor Partner sales floor
Ensure partner compliance with SBC requirements
How You'll Work.
Team & Collaboration
Leverage HPE specialists and marketing when needed; Align field sales to drive increased value to HPE; Leverage the collective strength of the partner ecosystem; Lead and/or provide expertise to functional project teams; Participate in cross-functional initiatives; Build understanding of and relationships with partner and internal community; Integrate sales engagement efforts
Communication Scope
Professional, clear, and effective verbal and written communication
Full Job Description
Business Development Manager 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:** Serves as a trusted adviser to the Partner (across Latin America) and develops a mutually beneficial relationship in alignment with HPE Networking Instant On business priorities. Drives end-to-end revenue, profitability, and pipeline through joint business plans and data-driven sales efforts. Articulates both HPE Networking's Instant On global and local business strategies to effectively “sell with”, “sell to”, and “sell through” the Partner, creating a scalable selling ecosystem. Develops knowledge of Partner priorities (across Latin America), industry trends, IT landscape, IT investment strategy, Instant On priorities, and Instant On Technology to differentiate HPE from competitors. Coordinates and executes Instant On activities with the Partner, leveraging HPE specialists and marketing when needed. Aligns field sales to drive increased value to HPE for pipeline and revenue/profit growth while leveraging the collective strength of the partner ecosystem. Leads Instant On strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyal
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