HPE Aruba SMB Networking Business Development Manager UKIThis role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE partner/customer office.
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 SMB Networking Business Development Manager is responsible for driving growth and expanding the SMB customer base through the indirect UKI Channel. This role involves identifying new business opportunities, building and maintaining relationships with key partners, and developing strategies to achieve sales targets and business objectives. The ideal candidate has a strong sales background, excellent communication skills, and a good understanding of the UKI SMB market.
The HPE Aruba UKI Business development Managers is a hybrid role comprising of the ‘Partner account management’ of a select set of ‘ecommerce’ and ‘installers’ partners and ‘Category’ ‘Business Development’ of the SMB proposition.
The BDM is targeted at selling into the Small and Medium sized end user customer market defined as < 500 seats. To address this segment the person is responsible for development & execution of the annual & quarterly business plans including the financial forecast. The primary objective is to achieve the SMB transactional sales networking Sellout goal with a close eye also on Orders , revenue and margin.
The market splits into the following segments;
- < 250 seats. This is the S of SMB. Small businesses who require simple, low cost, easy to manage and support networking technologies to run their business. This market is addressed using the ‘Promotional’ GTM strategy and the HPE Networking Instant On brand of products and is typically driven and managed by the distribution & ‘ecommerce’ / installer channel.
- >250 <500 seats. These customers are typically organizations which are growing and require more complex networking solutions for multi-site, branch & Cloud managed networks. HPE Aruba addresses this segment of the market through its Smartbook and promotional programmes which includes the low end enterprise range of products.
The BDM role will require a strong level of knowledge of the UKI SMB IT channel including distribution, traditional partner & Online ecommerce business. Competency in SMB Networking technologies & the knowledge of competitors is desired. The BDM will be the local expert on HPE Aruba Networking solutions and should be comfortable undertaking sales presentations and training of HPE Aruba Networking customers and channel partners.
Ecommerce & Installer ‘Partner Account Manager’
Serves as a trusted adviser to the focus Ecommerce, Installers, Service provider Partner community. Develops a mutually beneficial relationship in alignment with the partner on HPE SMB business priorities. Drives end-to-end HPE Sellout, revenue, profitability, and pipeline through joint business plans and MDF investments. Articulates the HPE SMB business strategy & proposition to effectively sell through the Partner, creating a scalable selling ecosystem. Develops knowledge of Partner priorities, SMB industry trends, HPE priorities, and HPE Technology to differentiate HPE from competitors. Leads HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE.
Responsibilities:
- Provides resources and guidance to the Partner on where to play within the SMB market in alignment with HPE Networking business priorities. Works with the Partner to create a mutually beneficial joint business plan.
- Demonstrates business and sales leadership by building mutually beneficial relationships with one or many Partners to grow HPE market share.
- Coordinates HPE Networking activities with the Partner, leveraging HPE presales and EMEA resources when needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements.
- Drives HPE Networking marketing strategy through the partner. Spends time with and on Partner sales floor to help develop pipeline.
- New partners – The ‘E’PAM will recruit and develop business relationships with new partners, working to increase partner commitment to HPE.
- Sales Strategy and Execution: Develop and implement effective sales strategies to achieve revenue targets and growth objectives.
- Works to ensure that partners are aware of, and compliant with, HPE's SBC requirements for Partners, including applicable legal obligations.
Business Development (BDM)
The Category management function defines and manages the product proposition, positioning, and pricing across the product life cycle of a given portfolio. They are responsible to plan the business objectives and to achieve this plan through on going adjustments of the products, pricing, programme, promotional decisions. They act as the lead expert in in all dimensions of competition (product differentiation, pricing, marketing, customer requirements). The BDM Communicates, trains and evangelises indirect sales on their proposition. They work with marketing function to define demand generation priorities in partnership with the channel sales team, distribution and partners.
Key Responsibilities:
- Understand market demand for SMB networking and liaise with EMEA and GBU to ensure HPE proposition meets UKI market needs including competitive positioning
- Defines and executes business plans with EMEA BDM, UKI Channel manager, UKI BDM.
- Engages and leverages internal partners to deliver business results.
- Select UKI offer and ensure optimal inventory is managed @ distribution / partners
- Execute best in class Product lifecycle management. Maximize NPI, Minimize EOL risks.
- Tracking UKI pricing on key products to ensure promotional pricing is competitive. Works with EMEA team to execute.
- Promotional offer communications - Localise and communicate partner programmes and offers. (Action, Premier, Ecommerce, Installers, Verticals)
- Reporting and Analysis: Track and report on key performance metrics, sales activities, and business development progress. Use data and analytics to measure the effectiveness of business development initiatives and make informed decisions.
Education and Experience:
- University or Bachelor's degree preferred, or equivalent experience.
- Typically 2-5+ years of proven experience in Partner account management, sales, or business development, preferably within the SMB / e-commerce channel.
- Strong understanding of the SMB end user market, including key industries, challenges, and opportunities.
- Excellent communication, negotiation, and interpersonal skills.
- Ability to work independently and as part of a team in a fast-paced, dynamic environment.
- Proficiency Microsoft Office Suite.
Key Competencies:
- Strategic thinking and problem-solving skills.
- Results-oriented with a strong focus on achieving targets and driving growth.
- Ability to build and maintain long-term relationships with clients.
- Strong organizational and time management skills.
Work Environment:
- This role will involve travel to meet with clients and partners. Min 3 days a weeks on road. 1-2 Day in the office / home working.
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}
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.
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Job:
Sales
Job Level:
Intermediate
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