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Aruba Distribution Business Manager Ho Chi Minh City Hewlett Packard Enterprise Ho Chi Minh City

Aruba Distribution Business Manager Ho Chi Minh City

Hewlett Packard Enterprise
Ho Chi Minh City
2020-11-17 17:24:41
Aruba Distribution Business Manager Ho Chi Minh City
At Hewlett Packard Enterprise, we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work. What sets us apart? Our people and our relentless dedication to helping our customers make their mark on the world.

We are a team of doers, dreamers and visionaries; inspired by our purpose and driven by our strategy. We live by our three values: partner, innovate and act.

Our legacy inspires us as we forge ahead, always pushing to discover what's next. Every day is a new opportunity to advance and grow ourselves, our company and the industry. Some people call it an obsession, we call it a way of life.

What you need to know about the job

Job ID: 1071793 Date Posted: 11/13/2020 Primary Location: Ho Chi Minh City, Ho Chi Minh Job Category: Sales Schedule: Full time Shift: No shift premium (Vietnam)

At Hewlett Packard Enterprise (HPE), we live by three core values that drive our business: Partner. Innovate. Act. These values... combine to help us create important work all over the world to advance how people live and work.

Aruba is redefining the "IT EDGE". Creating new customer experiences by building intelligent spaces and digital workspaces. We are focused on campus, branch, mobility and the IoT to transform business models with the combined power of compute, context, control and secure connectivity.

We are looking for Distribution Business Manager to join the team. The Distribution Business Manager serves as a trusted adviser to the Partner and develops a mutually beneficial relationship in alignment with Aruba (a Hewlett Packard Enterprise company) business priorities. By driving end-to-end revenue, Aruba profitability, and pipeline through joint business plans and data-driven sales efforts the Distribution Business Manager articulates both Aruba 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, Aruba priorities, and Aruba Technology to differentiate Aruba from competitors. Coordinates and executes Aruba activities with the Partner, leveraging Aruba specialists when needed.

Responsibilities
• Serves as a trusted advisor to the Partner (e.g. Value Added Reseller (VAR), Distributor, SI, ISV, Managed Service Provider) on where to play within emerging trends in Partner's ecosystem in alignment with HPE business priorities. Works with the Partner to create a mutually beneficial plan for the future.
• Drives end-to end HPE revenue, profitability, and pipeline by creating joint business plans and leading data-driven sales efforts with the Partner.
• 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 solid knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology and communicates value of the portfolios and solutions to better differentiate HPE from competitors.
• Demonstrates business and sales leadership by building mutually beneficial relationships with one or many Partners to grow HPE market share.
• Coordinates and executes HPE activities with the Partner, leveraging HPE specialists when needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements. Drives HPE marketing strategy through the customer.
• Drives and implements HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE.
• Tailors selling solutions to fit the needs of the partner's customer profile including HPE products, services and technology alliances to achieve assigned quota.
• May recruit and develop business relationships with new partners, working to increase partner commitment to HPE.
• May spend time monitoring Partner sales floor to help develop pipeline.
• Works to ensure that partners are aware of, and compliant with, HPE's SBC requirements for Partners, including applicable legal obligations.

Education and Experience
• University or Bachelor Degree
• Possess 8 years or more of sales/channel experience at end-user account or partner level.
• Solid experience in selling to partners desired.

Knowledge and Skills
• Technology Acumen: Solid awareness of current technology trends and related HPE strategy and ability to articulate same to Partner.
• Sales Acumen: Able to influence the partner to take actions that create increased value to HPE. Effectively exercises selling skills such as identifying potential opportunities, utilizing appropriate sales platforms and resources, and formulating and proposing solutions with the goal of expanding HPE's business. Acts with a sense of urgency to build strong customer relationships and drive solutions for the partner.
• Account Management: Solid understanding of business and financial fundamentals to develop strategic plans with the partner that are aligned to customer and HPE strategies, creating increased business opportunities and value for HPE.
• Portfolio Knowledge: Solid understanding of HPE products and how they can deliver value to customers in contrast to HPE's competitors. Ability to select the best product for the customer's needs, maximizing value for both the customer and HPE.
• Partner Industry Acumen: Solid understanding of Partner industry, trends, competitors, and the channel.
• Partnering Acumen: Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts. Solid understanding of the Partner's relationships and needs.
• Financial Acumen: Solid understanding of financial accounting concepts such as income statements, balance sheets, revenue projections, etc. to assess customer financial health, identify potential risks, and position value propositions of HPE solutions.
• Sales Forecasting: Ability to look forward and anticipate partner needs, proactively forecasting sales quota and effectively bridging sales gaps.
• Communication: Professional, clear, and effective verbal and written communication.
• Time Management: Ability to prioritize and effectively meet deadlines.
• Creativity and Entrepreneurship: Ability to innovate, think beyond proscribed solutions, and take proactive steps to advance HPE sales efforts.
• Impact/Scope: Responsible for accounts with a mid-level range of annual revenue
• Complexity: Primary focus for partner sales on SMB segment. Focus on partners with mid-level Aruba specialization and commitment.

1071793

HPE is an equal opportunity employer/Female/Minority/Individual with Disabilities/Protected Veteran Status
Ho Chi Minh City Vietnam
Aruba Distribution Business Manager Ho Chi Minh City Hewlett Packard Enterprise Ho Chi Minh City
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