Job Description:

• Partner & Channel Enablement: Develop and maintain strategic relationships with key channel partners, aligning their business capabilities with the HPE Networking portfolio. 
• Sales & Revenue Generation: Achieve quarterly and annual sales quotas, revenue targets, and margin goals through indirect partner pipelines. 
• Joint Business Planning: Collaborate with partners to build structured business plans, identify market opportunities, and map territory strategies. 
• Pipeline Management: Drive the end-to-end sales cycle via partners, ensuring all pipeline activities are tracked, updated weekly, and accurately forecasted using CRM systems like Salesforce. 
• Solution Selling: Apply consultative-selling techniques to promote hardware, software, and services (such as switches, routers, and edge-to-cloud architectures). 
• Cross-Functional Collaboration: Coordinate with internal pre-sales engineering, inside sales, and marketing teams to provide partners with the necessary technical and commercial support.

• Education: A University or Bachelor’s degree in Business, IT, or a related field (an MBA is frequently preferred for senior tiers).
• Experience Length: Ranges by seniority level; typical Mid/Senior roles require 7 to 13+ years of technology sales experience, with a heavy emphasis on channel ecosystems.
   
   
• Domain Expertise: Prior experience selling enterprise networking solutions (e.g., Aruba, Cisco, Juniper) covering switching, routing, wireless, and network security.
• Sales Mechanics: A proven track record of handling indirect sales models, managing high-value complex deals, and driving margin recovery strategies. 

• Channel Intelligence: Deep knowledge of partner ecosystem dynamics, distributor networks, and co-selling frameworks.
• Executive Presence: Ability to influence and build trust with C-level executives at both the partner organization and the end-customer level.
• Negotiation & Closing: Advanced skills in deal structuring, navigating complex procurement processes, and competitive selling.
• Leadership & Orchestration: Strong ability to lead virtual, cross-functional, or multi-partner teams without direct authority to pull off major solution rollouts. 

Industry:

Professional Services

Category:

Consultancy

Skills: