Compute Partner Business Manager

About the role

Hewlett Packard Enterprise is hiring a Compute Partner Business Manager in Melbourne. The role is hybrid, with an average of 2 days per week spent in an HPE office. It suits a sales specialist who leads pursuit in a technical specialty, works closely with Account Managers and drives proactive campaigns to build the pipeline.

Key responsibilities

• Prospect within accounts to discover or cultivate solutions sales opportunities in your technical specialty, working with the account manager.
• Manage the sales pipeline and generate leads, referrals and new customer opportunities.
• Formulate and expand solutions to add product or service attachments and upsell revenue; some roles also sell through the channel.
• Build a consultative relationship with clients, understanding their unique business needs and working up to IT management level.
• Focus on growing contractual renewals for small-to-mid sized accounts, moving toward higher total contract value.
• Interface with internal and external experts to anticipate customer needs and help them make IT business decisions.
• Transfer knowledge to build client readiness and shorten the learning curve.
• Negotiate profitable deals and maintain knowledge of industry trends, partner and ISV solutions.
• Use Siebel regularly to update deal profiles and forecast accurately.

Required profile

• University or bachelor's degree preferred.
• Typically 3-5 years of experience in specialty sales.
• Demonstrated achievement of progressively higher quotas, across diverse business customers and with higher-level client interfaces.
• Detailed knowledge of key customer types or customers on given products.

Required skills

• In-depth knowledge of products, services and solutions, including differentiators from competitors.
• Consultative selling and solid communication and presentation skills at IT manager level.
• Product demonstrations, customer training and product installation skills (for product specialty roles).
• Ability to assess solution feasibility from technical and business perspectives and to articulate targeted solutions from proposal to contract sign-off.

What we offer

• A comprehensive health and wellbeing benefits suite for employees and their loved ones.
• Programs supporting personal and professional development and career growth.
• An inclusive workplace with flexibility to manage work and personal needs.