APJ Partner Development Manager at Hewlett Packard Enterprise

Singapore, Singapore, Singapore

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, IT ServicesIndustries

Requirements

8-12 years of sales experience
Industry experience required
Good leadership skills and cross functional expertise
Good time management skills
Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs; particularly considering the specific industry/market
Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale
High level customer management relationship building, working at management and executive level in lines of business
Partner organization intelligence aligned with partner management skills
Advanced sales negotiation, and deal closing skills
Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results
Expertise in managing end-to-end sales processes in large deals
Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions
Knowledge of the company

Responsibilities

Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates
Extensive time working with and leveraging external partners to deliver solution sale
Significant percentage of time spent directly with PDARs helping the PDAR increase customer facing time where they interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level
Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the Partner and HPEFS
Maintains high-level of Partner loyalty and builds trust and integrity, as indicated in company conducted surveys and reports
Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin
Ensures PDAR enters all opportunities in pipeline tool and updates them weekly. Recommends and Implements industry leading Pipeline management practices
Ability to implement margin recovery activities/strategies
Identifies Partner requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect)
Serves as the overall strategy and integration manager for numerous, large named HPE / HP channel partners across APJ
Makes sure we are aligned with the partners GTM and actively partnering with their sales teams to penetrate those accounts buying HPE/HP product and services
Specializes in articulating how HPEFS capabilities help the channel partner be successful in the markets they compete in
Works closely with the Partner Development Account Representative to execute strategy and drive HPE and HP FMV leasing volume with the partners customers
Leads a virtual team of PDARs across APJ and sits on the APJ GTM Leadership team

Skills

Account Planning

Partner Management

GTM Strategy

Solution Sales

Sales Leadership

Channel Sales

Leasing

Team Leadership

Hewlett Packard Enterprise

Provides enterprise IT solutions and services

About Hewlett Packard Enterprise

Hewlett Packard Enterprise provides enterprise IT solutions with a focus on cloud services, artificial intelligence, and edge computing. Their products include HPE Ezmeral for managing containers, HPE GreenLake for cloud services, and HPE Aruba for networking. These solutions help businesses improve their performance and adapt to digital changes. HPE's business model includes selling hardware, software, and services, as well as offering subscription-based services and long-term contracts. What sets HPE apart from competitors is its commitment to open-source projects and its active developer community, which supports collaboration and innovation. The company's goal is to empower organizations to transform digitally and optimize their operations.

Houston, TexasHeadquarters

1939Year Founded

IPOCompany Stage

Hardware, Enterprise Software, AI & Machine LearningIndustries

10,001+Employees

Risks

Integration challenges with Juniper Networks may delay AI-driven networking benefits.

Competition from startups like Flywheel could impact HPE's AI and cloud services.

HPE's acquisition strategy may strain resources and distract from core operations.

Differentiation

HPE's GreenLake offers a unique hybrid cloud platform for diverse IT environments.

HPE Ezmeral provides advanced container management, enhancing enterprise AI and analytics capabilities.

HPE's Aruba solutions integrate cloud security and networking for seamless, secure connectivity.

Upsides

HPE's acquisition of Juniper Networks boosts AI-driven innovation in networking.

OpsRamp acquisition enhances HPE's IT management with AI-based automation capabilities.

Axis Security integration strengthens HPE's cloud security offerings with SASE solutions.

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