Distribution Business 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.

Job Description:

Job Family Definition:

Serves as a trusted adviser to the Partner and develops a mutually beneficial relationship in alignment with HPE business priorities. Drives end-to-end revenue, HPE profitability, and pipeline through joint business plans and data-driven sales efforts. 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 knowledge of Partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology to differentiate HPE from competitors. Coordinates and executes HPE activities with the Partner, leveraging HPE specialists 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 HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE. These jobs focus on selling to customers through the Partner as an extension of HPE's salesforce, typically through work that occurs outside HPE offices.

Management Level Definition:

Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

Job Description

Responsible for developing and executing strategic initiatives with distribution partners and resellers, Systems Integrators (SIs) and/or Service Providers and their ecosystem partners to drive growth in the networking product portfolios with joint sales efforts.

This role requires a results-driven professional with strong leadership in channel management focuses on managing distributors relationships through business reviews; optimizing sales operations with strong analytical capability; develop & launch channel programs to drive incremental business; align marketing strategy/event planning/partner enablement to achieve business objectives in a fast-paced and competitive IT landscape.

Responsibilities:

1. Business Management & Strategy

• Develop and implement strategic business plans to grow the networking product & solutions through distribution partners.
• Analyze and identify key growth market to capture business opportunities in enterprise, Mid-market, SMB and public sector space.
• Drive quarterly business reviews (QBRs) with distributors to assess performance, set goals, and align on execution strategies. Conduct joint business reviews with selected resellers including eCommerce partners, service providers & system integrators.

2. Distributor Relationships and Enablement

• Build and maintain strong working relationships with key distribution stakeholders including senior management, product managers, sales teams, marketing and operational personnel.
• Act as the primary liaison for all matters related to distributor performance, networking product portfolis, pricing, compliances, operational issues and escalation handling.
• Support new distributor onboarding and training in alignment with company programs, policies and contractual obligations.

3. Operational Excellence & Reporting

• Accountable to consolidate country channel forecast from all distributors and ensure accurate and predictable input for regional reporting.
• Leverage Excel Knowledge to track and meet KPIs such as weekly Sell-in & Sell-Thru achievement, healthy channel Inventory and sales linearity.
• Prepare weekly/monthly reports for local and regional cadence calls and quarterly business reviews, provide insights and correction action plans.

4. Product & Program Execution

• Launching of new networking products including NPI promotions, pricing strategy, training/enablement and go-to-market execution.
• Collaborate with internal product and program teams and Distributor to roll out sales incentive/rebate programs and promotions effectively.
• Monitor product movement including shipment, sell-in, sell-thru and optimize Channel inventory.

5. Marketing & Demand Generation

• Work with distributor marketing team to plan and execute demand generation campaigns, events, digital marketing and lead-generation activities that support business goals.
• Ensure consistent brand positioning and messaging across all distributor-led marketing initiatives.
• Track marketing ROI, co-funding usage, and effectiveness of marketing activities through post activity reports and execute bridge plan to meet business target.

Education and Experience Required:

• University or Bachelor’s degree in Business Administration, Marketing, Information Technology or a related field.
• 4-8+ years or more in IT distribution, channel sales or vendor-partner management; others including selling experience at end-user account or partner level.
• Background in networking products or IT Infrastructure is preferred.

Knowledge and Skills:

• Self & Result Oriented/Driven: Ability to meet and exceed business objectives; Proactive, confident and resilient in managing dynamic channel environment; develop strategic plans to grow and accelerate business and increase company's share of wallet within the Distributors organization.
• Communication: Excellent verbal and written communication skills in English, confident in presentation to all stakeholders at all levels; ability to motivate partner's sales force.
• Industry/Product Knowledge: Deep understanding of the IT industry, competing vendors, and the channel landscape. Deep understanding of the company's products, software, and services networking knowledge. Ability to communicate the strengths of company's offerings relative to competition and overcome objections.
• Analytical: Above average Microsoft Excel skills for business analysis, sales forecasting and reporting. Strong analytical thinking skills with a solution-driven and creative mindset for problem solving.
• Time Management: Ability to manage multiple projects/scenarios ad a strong sense of ownership and accountability. Ensure timely submission of reports and meeting attendance.
• Operational Excellence: Deep understanding of the company's organization & operational processes, including key business policies & rules, order and shipment processes, pipeline management and healthy channel inventory to ensure smooth business continuity and success.

#LI-Hybrid

Accountability, Accountability, Active Learning (Inactive), 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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

Health & Wellbeing

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.

Unconditional Inclusion

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.

#philippines

#sales

Job:

Sales

Job Level:

Specialist

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.