Hewlett Packard Enterprise

Channel Virtualization Sales Specialist

Hewlett Packard Enterprise

full-time

Posted on:

Location Type: Office

Location: Chicago • Arizona, Illinois, Texas • 🇺🇸 United States

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Salary

💰 $175,000 - $411,500 per year

Job Level

Mid-LevelSenior

Tech Stack

Cloud

About the role

  • Lead the adoption and execution of HPE Virtualization strategies, channel programs, and campaigns with partners to achieve financial outcomes and strengthen partner commitment to HPE.
  • Serve as the primary Virtualization Software subject matter expert for assigned partners, providing specialist sales guidance and supporting Partner Account Managers to drive joint business plan aligned to business unit priorities.
  • Build and maintain strong, consultative relationships with partner stakeholders at all levels, positioning HPE as their Vendor of Choice.
  • Develop an understanding of partner business priorities, their market coverage and competitive landscape to identify and capitalize on new Storage opportunities.
  • Report on partner performance, pipeline, and forecast accuracy, taking corrective actions as needed to achieve sales targets.
  • Achieve the expected HPE Hybrid Cloud sales behavior in the channel, monitoring the sales activation of key solutions, installed base coverage and new logos.
  • Drive proactive sales campaigns and go-to-market activities in collaboration with partners, increasing pipeline and share of wallet through sales efforts in common Installed Base and competitive accounts.
  • Provide direct, specialized sales support strategic opportunities.
  • Act as a BU escalation point, working closely with the PBM, Channel Presales and partner sellers to deliver expertise and solution guidance.
  • Join the partner in customer visits with a minimum cadence, supporting the specialized sales interactions with the customer in different sales cycle stages.
  • Conduct a coaching and business debrief to the Channel Seller or Champion, to reinforce partner learning and accelerate Virtualization and Hybrid Cloud Operations sales maturity.
  • Accountability on specific new logos/technology refresh in Channel’s customers.
  • Articulate and differentiate the HPE Virtualization solution, communicating global and local business strategies to effectively “sell with,” “sell to,” and “sell through” partners, and create a scalable selling ecosystem.
  • Develop knowledge of HPE Hybrid Cloud Software portfolio and Private Cloud offerings to position solutions effectively against competitors.

Requirements

  • University or Bachelors degree preferred
  • Typically, 6+ years of professional experience in Technology Sales preferred.
  • Experience selling Virtualization solutions required
  • Experience selling/partnering with Channel required
  • Experience working/partnering with NSPs/distribution strongly preferred
  • Experience building GTM plans and workflows required
Benefits
  • 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.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
Virtualization solutionsHybrid Cloud salesGTM plansSales forecastingSales pipeline managementSales supportBusiness planningCompetitive analysisSales activationTechnology sales
Soft skills
Consultative relationshipsCommunicationCoachingCollaborationAccountabilityStrategic thinkingProblem-solvingStakeholder managementSales maturity developmentPartner engagement
Certifications
Bachelor's degree