High Velocity Business Development Manager, HPE Networking - EMEA

About the Role / About the Job
This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an office. As part of the Networking EMEA Transactional Sales team, the EMEA High Velocity Business Development Manager influences and manages the Mist for SMB/Midmarket solution offering. This role involves positioning across the product life cycle of the portfolio in partnership with regional sales teams, Partners, and Distributors.
You will be responsible for planning the business objectives and achieving these goals through on-going adjustments of product positioning & offering decisions in collaboration with the Sales Program Manager and Pricing team. Acting as an expert in SMB/MM business, you will have in-depth competitive knowledge across product knowledge, pricing, and customer requirements. You will communicate, brief, and support regional teams and the Partner sales force on solution offerings while influencing go-to-market strategies and defining demand generation priorities at both strategic and tactical levels.

Responsibilities

• Develop a deep understanding of the Networking SMB/MM product & solutions portfolio, business management, and sales challenges and strategies.
• Actively contribute to the definition of the business plan and drive execution down to the country level.
• Establish relationships and represent the team with the regional sales force and other partners at a senior level.
• Manage quota responsibility for Mist in the SMB/MM product range leveraged in the high-velocity business.
• Serve as a trusted advisor and expert to Partners (e.g., Value Added Reseller (VAR), Distributor), guiding them on emerging trends in the Partner's ecosystem in alignment with business priorities.
• Build mutually beneficial, executive-level relationships with one or many Partners to grow market share.
• Tailor selling solutions to fit needs of the partners' customer profile including products, services, and technology alliances to achieve assigned quota.
• Recruit and develop business relationships with new partners, increasing their commitment to the company.
• Spend time monitoring Partner sales floors to help develop the pipeline.
• Ensure partners are aware of and compliant with the company's SBC requirements for Partners, including applicable legal obligations.

Education and Experience

• University or Bachelor's degree preferred, or equivalent experience.
• Typically 6-10+ years of selling experience at the end-user account or partner level.
• Experience selling to partners in a complex environment.

Knowledge and Skills

• Technology Acumen: Thorough awareness of current technology trends, and the ability to articulate these trends in alignment with the company's strategies.
• Networking Technology Knowledge: Solid understanding of enterprise networking concepts including LAN, WLAN, switching, routing, network security, SD-WAN, cloud networking, AI-driven networking, and network management solutions.
• Capacity to engage partners and customers in business and technical conversations regarding networking architectures, infrastructure modernization, and digital transformation initiatives.
• Understanding of the value proposition and competitive positioning of the Networking portfolio and ability to articulate business outcomes.
• Comfortable working alongside Sales Engineers and Solution Architects to identify opportunities and qualify customer requirements.
• Awareness of technology trends impacting enterprise networking including AI-native networking, cloud-managed networking, automation, security, and hybrid cloud environments.
• Sales Acumen: Ability to influence partners to create increased value for the company, identifying opportunities, utilizing sales platforms, and formulating proposals for solutions.
• Account Management: Understanding business and financial fundamentals to develop strategic plans aligned with customer needs and company strategies.
• Portfolio Knowledge: Knowledge of products and their delivery of customer value compared to competitors.
• Partner Industry Acumen: Understanding of the Partner industry, trends, competitors, and channels, considered a subject matter expert.
• Partnering Acumen: Builds understanding and relationships with partners and internal communities, integrating sales engagement efforts.
• Negotiation and Conflict Management: Ability to achieve agreement within business contexts, resolving issues to satisfy all parties.
• Financial Acumen: Understanding of financial accounting concepts to assess customer financial health and identify potential risks.
• Sales Forecasting: Ability to anticipate partner needs and proactively forecast sales quotas.
• Communication: Professional and effective verbal and written communication skills.
• Time Management: Ability to prioritize and meet deadlines effectively.
• Creativity and Entrepreneurship: Ability to innovate and take proactive steps to advance sales efforts.

Impact/Scope

• Responsible for accounts with a mid-level range of annual revenue.
• Assigned average or higher size quota.

Complexity

• Primary focus for partner sales on the SMB segment.
• Focus on partners with mid-level specialization and commitment.

What We Can Offer You

• Health & Wellbeing: We 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 invest in your career with programs helping you reach your career goals.
• Unconditional Inclusion: We celebrate individual uniqueness and offer flexibility to manage work and personal needs.

Accessibility
The company is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you require accommodation during any stage of the application or interview process, please submit your request for assistance.

Equal Employment Opportunity
The company is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate based on race, gender, or any other protected category. Our goal is to be one global team representing our customers in an inclusive environment where we can continue to innovate and grow together.