Senior Sales Strategist
This role has been designed to work in a collaborative environment, primarily from a partner/customer office.
We are Hewlett Packard Enterprise, 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.
Job Description:
Serves as a trusted adviser to the Partner and develops a mutually beneficial relationship in alignment with business priorities. Drives end-to-end revenue, profitability, and pipeline through joint business plans and data-driven sales efforts. Articulates both 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, industry trends, IT landscape, IT investment strategy, business priorities, and technology to differentiate from competitors. Coordinates and executes activities with the Partner, leveraging specialists when needed. Aligns field sales to drive increased value to the organization for pipeline and revenue/profit growth while leveraging the collective strength of the partner ecosystem.
Leads strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty. These jobs focus on selling to customers through the Partner as an extension of the salesforce, typically through work that occurs outside offices.
* Serves as a trusted advisor and expert to the Partner (e.g., Value Added Reseller (VAR), Distributor, SI, ISV, Managed Service Provider) on where to play within emerging trends in the Partner's ecosystem in alignment with business priorities.
* Drives end-to-end revenue, profitability, and pipeline by creating joint business plans and leading data-driven sales efforts with the Partner.
* Articulates both global and local business strategies to effectively sell with, sell to, and sell through the Partner, creating a scalable selling ecosystem.
* Develops deep knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, business priorities, and technology and communicates value of the portfolios and solutions to better differentiate from competitors.
* Demonstrates business and sales leadership by building mutually beneficial, executive-level relationships with one or many Partners to grow market share.
* Coordinates and executes activities with the Partner, leveraging specialists when needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements.
* Drives account mapping process with the Partner and sales teams to align field sales. Promotes increased value to the organization for pipeline and revenue/profit growth while leveraging the collective strength of the partner ecosystem.
* Leads and implements strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty.
* Tailors selling solutions to fit the needs of the partner's customer profile including products, services, and technology alliances to achieve assigned quota.
Education and Experience:
* University or Bachelor's degree; advanced degree or MBA preferred, or equivalent experience.
* Typically 8-12 years or more of selling experience at end-user account or partner level.
* Experience as successful account/business manager, selling to CxO and decision-maker level.
Knowledge and Skills:
* Technology Acumen: Deep awareness of current technology trends and related business strategy and ability to articulate same to Partner.
* Sales Acumen: Able to influence the partner to take actions that create increased value to the organization. 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 business.
* Account Management: Deep understanding of business and financial fundamentals to develop strategic plans with the partner that are aligned to customer and business strategies, creating increased business opportunities and value for the organization.
* Portfolio Knowledge: Thorough understanding of products and how they can deliver value to customers in contrast to competitors. Ability to select the best product for the customer's needs, maximizing value for both the customer and the organization.
* Partner Industry Acumen: Deep understanding of Partner industry, trends, competitors, and the channel. Considered a subject matter expert for the Partner industry.
* Partnering Acumen: Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts. Deep understanding of the Partner's relationships and needs.
* Negotiation and Conflict Management: Ability to achieve agreement within business contexts, and resolve issues so that every party is satisfied.
* Financial Acumen: Deep 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 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 business efforts.
Impact/Scope:
* Responsible for the largest accounts with highest levels of annual revenue.
* Primary focus for partner sales on all market segments across all verticals.
* Typically assigned higher than average quota.
Complexity:
* Most strategic country, or regional accounts.
* Primary focus is highly strategic partners with the highest level of specialization and commitment.
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:
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.
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.
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.