Distribution Business Manager

2 weeks ago

Ho Chi Minh City, Vietnam Hewlett Packard Enterprise Full time

Distribution Business Manager

This role has been designated as ‘Edge’, which means you will primarily work outside of an HPE office.

Aruba, a Hewlett Packard Enterprise Company, is redefining the "Intelligent Edge". We are creating new customer experiences by building intelligent spaces and digital workspaces - leading next-generation network access solutions for the mobile enterprise. We are focused on campus, branch, mobility, and the IoT to transform businesses with the combined power of computing, context, control, and secure connectivity. We help some of the largest and most exciting companies globally to modernize their networks to meet the demands of a digital future.

**Our Core Values**

**Customer first, customer last**
We believe in relationships over transactions, where everything we do starts and ends with our customers.

**Unconventional and innovative**
We have never been a traditional networking company; since the beginning we had to change the rules to survive. This is reflected in everything we do. Almost every day, we hear stories describing how customers have taken advantage of Aruba's edge network platform to securely bridge the physical and digital worlds, in order to create amazing experiences for their users and customers, while delivering amazing simplicity for IT teams.

**Biggest, small company**
Over the years, we've maintained our core value of being the biggest, small company - treating our customers and employees like family while remaining nimble and ahead of market shifts.

We are looking for Distribution Business Manager to join the team.

The Distribution Business Manager serves as a trusted adviser to the Distributor and develops a mutually beneficial relationship in alignment with Aruba business priorities. By driving end-to-end revenue, Aruba profitability, and pipeline through joint business plans and data-driven sales efforts the Distribution Business Manager articulates both Aruba global and local business strategies to effectively “sell with”, “sell to”, and “sell through” the Distributor, creating a scalable selling ecosystem.

**How You'll Make Your Mark**
- 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 Aruba business priorities. Works with the Distributor to create a mutually beneficial plan for the future.
- Drives end-to end Aruba revenue, profitability, and pipeline by creating joint business plans and leading data-driven sales efforts with the Distributor.
- Articulates both Aruba global and local business strategies to effectively "sell with", "sell to," and "sell through" the Distributor, creating a scalable selling ecosystem.
- Demonstrates business and sales leadership by building mutually beneficial relationships with one or many Distributors to grow Aruba market share.
- Works to ensure that partners are aware of, and compliant with, HPE's SBC requirements for Distributors, including applicable legal obligations.

**About You**
- University or Bachelor’s Degree
- Possess 8 years or more of sales/channel experience at end-user account or partner level.
- Solid experience in selling to partners desired.

**Knowledge and Skills**
- ** Technology Acumen**: Solid awareness of current technology trends and related Aruba strategy and ability to articulate same to Partner.
- ** Sales Acumen**: Able to influence the partner to take actions that create increased value to Aruba. 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 Aruba's business. Acts with a sense of urgency to build strong customer relationships and drive solutions for the partner. Primary focus for partner sales on SMB segment.
- ** Partner Industry & Partnering Acumen**: Solid understanding of Partner industry, trends, competitors, and the channel. Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts. Solid understanding of the Partner's relationships and needs.
- ** Sales Forecasting**: Ability to look forward and anticipate partner needs, proactively forecasting sales quota and effectively bridging sales gaps.
- ** Creativity and Entrepreneurship**: Ability to innovate, think beyond proscribed solutions, and take proactive steps to advance Aruba sales efforts.

Join us and make your mark

We offer:

- A competitive salary and extensive social benefits
- Diverse and dynamic work environment
- Work-life balance and support for career development
- An amazing life inside the element Want to know more about it?

Then let’s stay connected

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity

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