Alliance GSI Account Executive

Alliance GSI Account Executive

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

Job Family Definition:

Develops and nurtures a strategic, mutually beneficial relationship with the partner or with a targeted set of resellers, distributors, Systems Integrators (SIs), and/or Independent Software Vendors (ISVs) and their ecosystem partners to drive additional revenue through joint sales efforts. Works closely with business development colleagues and sales teams to increase awareness of alliance-related opportunities and engages with the appropriate HPE executive to build targeted strategic relationships for long-term business opportunities for the company. These jobs focus on selling to customers, 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. Has the ability to handle most unique situations and may seek advice to make decisions on complex business issues.

Responsibilities:

• Influences large account sales teams to partner for near-term revenue growth, while developing joint relationships, initiatives, and programs for long-term sustained account success.
• Develops, nurtures, and maintains a strong business relationship with Alliance Partner.
• Creates, fills-in, and manages company funnel for deals with partners and transforms potential leads into joint sales activities.
• Coordinates the input of specialists to assess opportunities and make recommendations.
• Advocates Alliance perspective internally and troubleshoots inhibitors to effective selling or fulfillment.
• Ensures appropriate resources, sales awareness, and technical certification are in place for the successful implementation of joint initiatives.
• Creates, fills-in, and manages company funnel for deals with SIs/Os/ISVs by generating leads for partners and the company in all business and customer segments.

Education and Experience Required:

• University or Bachelor's degree preferred.
• Typically 5-8 years of selling experience at an end-user account or partner level.
• Solid experience in selling products and services.

Knowledge and Skills:

• Understands relationship/value partner management requirements - solution focus, alliance building, and resourcing.
• Good understanding of end-user needs with regards to the Business Unit (BU).
• Leverage consultative selling in accounts to identify opportunities.
• Partner effectively with others in the account to ensure coordinated, efficient account management.
• Advocate for client needs in negotiating sales & troubleshooting solution delivery issues.
• Actively manage the account to protect & grow the company's business.
• Forecasting, planning, and reporting skills related to partner/alliance deals.
• Shape offers in pursuit of new business and/or portfolio enhancement.
• Solid understanding of the IT industry, competing vendors, and the channel.
• Dimensions include competitive positioning.
• Solid understanding of the company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure.
• Solid understanding of many of the company's products, software, and services.
• Able to communicate the strengths of the company's offerings, and overcome objections.
• Effectively sells company offerings by building strategic relationships with partner decision-makers and promoting company programs and offerings.
• Develops account plans with partners to grow the company's share of the business.
• Partners effectively with others in the account to ensure coordinated, efficient account management.
• Ability to motivate the partner's sales force.

Additional Skills:

Accountability, Active Learning, 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, Long Term Planning, Managing Ambiguity, and more.

What We Can Offer You:

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 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.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate, and all decisions we make are based on qualifications, merit, and business need. Our goal is to be one global diverse team representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

Equal Employment Opportunity

Hewlett Packard Enterprise is EEO F/M/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.