Specialist, ABM
This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.
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:
The Specialist, ABM is responsible for:
- 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 nurtures and maintains a strong business relationship with Alliance Partner.
- Creates, fills-in and manages company funnel for deals with partners and transform 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 to ensure successful implementation of joint initiatives.
- Creates, fills-in and manages company funnel for deals with SI/O/ISV's by generating leads for partners and for the company in all our areas of business and customer segments.
Education and Experience Required:
- University or Bachelor's degree preferred.
- Typically 5-8 years of selling experience at 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 BU.
- Leverage consultative selling in account 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 company's business.
- Forecasting, planning and reporting skills in relation 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 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 company's products, software, and services.
- Able to communicate the strengths of 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 partner to grow company's share of the business.
- Partners effectively with others in the account to ensure coordinated efficient account management.
- Ability to motivate partner's sales force.
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.
#unitedstates
Job:
Sales
Job Level:
Specialist
States with Pay Range Requirement
The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.
USD Annual Salary: $116,500.00 - $274,000.00
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. .
What We Do
In 1939, Bill Hewlett and Dave Packard, college friends turned business partners, started the original Silicon Valley startup in the space of a rented Palo Alto garage. Starting with audio oscillators, the friends built the foundation for a company that would grow to become a global leader in enterprise technology.
More than 75 years later, our success is exemplified through our employees’ drive to advance ideas that bring meaningful innovations to life for our customers and partners around the globe. We are guided by our mission to help customers use technology to turn ideas into value, and empower them to transform industries, markets and lives. We simplify Hybrid IT, power the Intelligent Edge and provide the expertise to make it all happen.
