Distribution LeadThis role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE office.
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:
We are currently looking for Distribution Lead.
How you will make your mark:
- Lead Distribution Business across Africa working closely with Distributors.
- 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 Distributor.
- Articulates both HPE global and local business strategies to effectively "sell with," "sell to," and "sell through" the Distributor, 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 Distributors to grow HPE market share.
- Coordinates and executes HPE activities with the Distributors, 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 Distributors to assure accelerated financial outcomes and build partner loyalty to HPE.
- Tailors selling solutions to fit the needs of the customer profile including HPE products, services and technology alliances to achieve assigned quota.
- Spend time monitoring Distributor sales floor to help develop pipeline.
- Works to ensure that Distributor are aware of, and compliant with, HPE's SBC requirements for Partners, including applicable legal obligations.
About you:
- University or Bachelor's degree preferred, or equivalent experience.
- Typically 9-10+ years of direct selling experience.
- Solid experience in selling to Distributors and partners management.
- Good communication skills.
- Willingness to travel across Africa.
- Fluency in English.
- Fluency in French Language (written & spoken) is preferred.
Knowledge and Skills:
- Technology Acumen: Solid awareness of current technology trends and related HPE strategy and ability to articulate same to Distributor.
- 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.
- Distribution Industry Acumen: Solid understanding of Distribution industry, trends, competitors, and the channel.
- Partnering Acumen: Builds understanding of and relationships with Distributor and internal community among all types and levels of the business, integrating sales engagement efforts. Solid understanding of the Distributor’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 distributor needs, proactively forecasting sales quota and effectively bridging sales gaps.
- Communication: Professional, clear, and effective verbal and written communication.
- Time Management: Ability to prioritise 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 Distribution Business across Africa
- Drive strategic sales and value selling across the customer.
Complexity:
- Primary focus for Distributor sales.
- Focus on Distributors specialisation and commitment.
Additional Skills:
Accountability, Accountability, Active Learning (Inactive), 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.
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.
Let's Stay Connected:
Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.
#sales
Job:
Sales
Job Level:
Specialist
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 made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: 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.
