GSI Sales Lead - North Western Europe

Description

This role has been designed as Onsite with an expectation that you will primarily work from an HPE office.

Job Description

Role: GSI Sales Lead - North Western Europe

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 with 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 to build 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 advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

Responsibilities:

• Influences large account sales teams to partner for near-term revenue growth, while at the same time, develop joint relationships, initiatives and programs for long-term sustained account success.
• Develops long term and short term business with the SI/O and using the Alliance Account Plan as a means to document and communicate the plan.
• Creates, fills-in and manages company funnel for deals with partners and transform potential leads into joint sales activities.
• Acts as the advocate for the SI/O in the company and represents all GBUs with SI/O.
• Manages the virtual team of company representatives to ensure the pursuit and closure of global opportunities through the SI/Os, and increase the funnel for the company.

Education and Experience Required:

• University or Bachelor's degree.
• Typically 8-12 years of selling experience at end-user account or partner level.
• Experience selling to partners in a complex environment.
• Fluent English and preferred local language

Knowledge and Skills:

• Leverages consultative presence in partner to identify opportunities.
• Actively and proactively manages the partner to protect & grow company's business; coordinates all partner plans and funnel activities.
• Aggressively shapes offers in pursuit of new business and/or portfolio enhancement.
• Leadership skills to manage partner's sales force.
• Actively manage the account to protect & grow company's business.
• Forecasting, planning and reporting skills in relation to partner/alliance deals.
• Thorough understanding of the IT industry, competing vendors, and the channel.
• Dimensions include competitive positioning and business models.
• Thorough 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 and business model.
• Thorough understanding of the company's products, software, and services. Able to communicate the strengths of the company's offerings relative to competition, and overcome objections.
• Effectively sells the company's offerings by building strategic relationships with partner decision makers; aligning partner and company processes; and promoting company programs and offerings.
• Develops strategic plans with the partner to grow the size of the business and the company's share.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Ability to motivate partner's sales force.
• Coordinates and directs efforts across the company's sales teams.

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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 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 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.