Manager, Channel Compute Sales at Hewlett Packard Enterprise

New York, New York, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, IT Hardware, Cloud ComputingIndustries

Requirements

3+ years of sales management experience
3+ years working with channel partners either through end user field engagements or sell-thru channel partners
8+ years of IT Data Center Infrastructure sales experience, compute portfolio experience preferred
Ability to engage and present HPE’s overall technical and business strategy to CxO level executives
Experience training and mentoring sales professionals in outcome based selling techniques such as the Challenger™ Selling Model
Ability to work across management level cross-functional teams to drive consensus on overall business priorities
Bachelors degree in business management, computer science, engineering, or related fields
Ability to lead, coach, and mentor a team of sales professionals in the high-tech IT industry
Experience with IT Data Center compute hardware, software, services sales lifecycles
Deep understanding of the IT Data Center infrastructure and software channel ecosystem

Responsibilities

Lead a team of 8-15 channel partner sellers focused on the HPE compute portfolio
Train the sales team on outcome-based sales engagements to grow HPE orders and revenue from our partners
Tell and sell the HPE story to partners and their customers
Engage with partner and distribution executive management to align priorities, build and review business plans, and drive profitable growth
Lead large audience and executive discussions around HPE’s compute portfolio’s value proposition and gain buy-in on why the partner should lead with HPE
Support partner co-selling motions and HPE direct field seller co-selling engagements with the partner community
Act as a partner champion inside HPE with HPE sales and business unit executives
Collaborate with the HPE PBM, Storage, Hybrid Cloud, and Networking executive management to align priorities and goals across the partner ecosystem
Manage the indirect channel sales motion towards growth and increased profitability
Create a high-performance team through recruiting, developing, and retaining sales talent
Build and nurture executive level relationships with the partner sales executives
Communicate HPE’s overall portfolio strategy throughout the aligned partners’ organizations
Orchestrate both strategic and transactional sales motions with the partner community in a two-tiered channel model

Skills

Key technologies and capabilities for this role

Channel SalesPartner ManagementSales CoachingExecutive Relationship BuildingPortfolio StrategyTeam LeadershipRecruitingSales Motion OrchestrationCompute SalesIndirect Channel

Questions & Answers

Common questions about this position

Is this position remote?

Yes, this role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

What is the team size for this manager role?

The manager leads a team of 8-15 Compute Partner Account Manager (CPAM) specialist sellers.

What key skills are needed for this role?

The role requires sales leadership, coaching and mentoring abilities, technical acumen in HPE compute portfolio, and skills in building executive relationships and communicating portfolio strategy.

What is the company culture like at HPE?

HPE's culture thrives on finding new and better ways to accelerate what’s next, values varied backgrounds, offers flexibility to manage work and personal needs, embraces bold moves together, and supports career growth.

What makes a strong candidate for this position?

Ideal candidates have sales leadership experience, ability to coach and develop high-performance teams, technical knowledge of compute portfolios, and skills in building executive partner relationships to drive profitable growth.

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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