Partner Development Manager
Hewlett Packard Enterprise is an industry leading technologycompany that enables customers to go further, faster. With the industry’s mostcomprehensive portfolio, spanning the cloud to the data center to workplaceapplications, our technology and services help customers around the world makeIT more efficient, more productive and more secure.
Within the Enterprise Group Indirect business unit, we have aunique opportunity for a Partner Development Manager (PDM) to join HewlettPackard Enterprise (HPE) on full time basis in Sydney or Melbourne and is anational role. Reporting to the ChannelSales Manager, this exciting new position resides in the Indirectstructure and has been designed to address the market opportunity which existsin the acquisition and development of strategic accounts.
A key responsibility of this role is the creation andexecution of a well-structured strategic territory plan which focuses onidentifying and recruiting new and emerging partners as well as growing shareof wallet of HPEs silver partner community. This is NOT an account managementrole, but rather a channel segment lead. This is a unique opportunity for anindividual contributor to develop and lead a virtual sales, marketing andenablement team under their guidance and mentorship.
Key Responsibilities Include:
Achieve sales revenue targets of USD$10m p.a. byidentifying, recruiting and onboarding new and emerging partners. Thesepartners may include, competitive accounts, ISVs, managed service providers,system integrators etc.
Strategic Business Planning and BusinessDevelopment – develop a strategic territory plan identifying newacquisition partners. This plan will include the list of partners, associatedtargets, go to market strategies, marketing initiatives and enablement plans.The objective of this plan is to align key focus priorities for the acquisitionpartners back to HPEs transformation areas and business unit and segmentpriorities.
Onboarding Recruitment and Enablement: Onceacquisition partners have been identified, the Partner Development Managersprimary focus will be to leverage their virtual team to recruit and onboardthese partners via a structured onboarding program. Onboarding will includeareas such as teaching partners how to apply for special pricing, dealregistration, understanding the structure of HPE, account mapping, etc.
Forecasting: Another key responsibility and successcriteria is the development of a 3 month forecast which focuses on the partner’ssales pipeline, ensuring it is 3 x the size of each partner’s quarterlybusiness unit target. This forecast will consist of those partners recruited bythe PDM as well as this forecast will be broken down by month, by business unitand will capture total pipeline for partner.
Leadership: Given that the Partner DevelopmentManager is responsible for an entire territory as opposed to a group ofselected accounts, a key attribute of this person is to coordinate the effortsof a virtual team to be involved in the execution of their strategic nationalterritory plan. It is also expectedthat the Partner Development Manager will periodically be required to presentto the EG Senior Leadership team on their national plan, the progress of itsexecution, success delivered and support required.
Partner Profitability is an important factor whendeciding on a vendor to partner with. HPEs Partner Ready program is a majorinitiative which helps build partner profitability by aligning industry trends,HPE objectives and partner profit goals. It is expected that the PDM will havein depth knowledge on the Partner Ready program and will be able to align themetrics in this program to the partner’s profitability objectives.
HPE Preference The PDM will also focus on providingthe highest levels of customer service to ensure HPE is considered as thevendor of choice at all levels of management, sales resource, marketing andtechnical pre-sales/ engineers within that partner.
Experience Required and key Attributes:
- Tertiary Qualifications in a related area.
- 8 years of experience in working with channel partners andunderstands the dynamics of the channel ecosystem at both Distributor, SystemIntegrator. Managed Service Provider and ISV level.
- Demonstrated ability to develop a strategic territory planand associated action plan and leading a strong cadence model.
- Is self-motivated and can work autonomously.
- Is confident in conducting business reviews to seniorleadership teams.
- Is passionate about business development.
- Is keen to further develop people leadership experience.
To join a global IT in this exciting time of growth and yourstrong execution skills are second to none, then apply now!
Applicants must be Australian Citizens or PermanentResidents. We are unable to provide assistance with sponsorship orrelocation.
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