Hewlett Packard Enterprise

Channel Virtualization Sales Specialist

Hewlett Packard Enterprise

full-time

Posted on:

Location Type: Hybrid

Location: Munich • 🇩🇪 Germany

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Job Level

SeniorLead

Tech Stack

CloudGo

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 debriefs 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

  • BA or BSc in Business / Marketing / Computer Science (MA, MSc, MBA a plus)
  • 8+ years’ experience in Category Business Development / Sales / Marketing / Go-To-Market
  • Understanding of the Compute & Storage market, the alliance ecosystem, and the digital transformation needs across top verticals
  • Understanding the industry and market segment in which key opportunities are situated and integrates this knowledge into consultative selling
  • Understanding the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities
  • Establishing a professional working relationship, up to the executive level, with the client
  • High service or product knowledge and professionalism in researching and sharing service-related information with account teams and partners
  • Deep knowledge of products, solution or service offerings as well as competitor's offerings
  • Understanding how to leverage the company's portfolio and change the playing field on our competitors
  • Ability to work in matrix organization, cross functional and virtual teams
  • Excellent communication skills
  • Strong strategic planning skills combined with business management excellence
  • Business proficiency in English and ideally German language.
Benefits
  • Competitive salary and extensive benefits package
  • Work-life balance
  • Support for education, training, and career development
  • Diverse and dynamic work environment
  • Part-time work or job-sharing is also applicable to this position.

Applicant Tracking System Keywords

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

Hard skills
HPE VirtualizationHybrid CloudSales forecastingBusiness developmentConsultative sellingMarket analysisSales strategyProduct knowledgeDigital transformationCompetitive analysis
Soft skills
Relationship buildingCommunicationStrategic planningProfessionalismCoachingCollaborationAccountabilityProblem-solvingAdaptabilityLeadership
Certifications
BA or BSc in BusinessBA or BSc in MarketingBA or BSc in Computer ScienceMA, MSc, or MBA (a plus)