SEE Partner Business Manager

  

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.

Job Description:

   

Job Family Definition:

Serves as a trusted adviser to the Partner and develops a mutually beneficial relationship in alignment with HPE business priorities. Drives end-to-end revenue, HPE profitability, and pipeline through joint business plans and data-driven sales efforts. Articulates both HPE global and local business strategies to effectively “sell with”, “sell to”, and “sell through” the Partner, creating a scalable selling ecosystem. Develops knowledge of Partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology to differentiate HPE from competitors. Coordinates and executes HPE activities with the Partner, leveraging HPE specialists when needed. Aligns field sales to drive increased value to HPE for pipeline and revenue/profit growth while leveraging the collective strength of the partner ecosystem. Leads HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE. These jobs focus on selling to customers through the Partner as an extension of HPE's salesforce, typically through work that occurs outside HPE offices.

Management Level Definition:

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

Role summary: The Partner Business Manager (PBM) acts as the primary strategic advisor and day-to-day partner lead for Mastera Area Partners (MAPs). This role aligns partner ecosystems with HPE priorities, drives joint revenue and pipeline, ensures program compliance, and coaches MAP channel and sales teams to execute high-impact go-to-market plans.

Core responsibilities:

• Strategic advisory and planning

  • Serve as a trusted advisor to MAP leadership on where and how to play in the market in alignment with HPE strategy and priorities.

  • Guide MAPs to develop mutually beneficial, measurable Joint Business Plans (JBPs) and multi-year partner strategies that drive revenue, profitability, and market share.

• Communicate and cascade channel strategy

  • Clearly communicate HPE channel strategy, programs, and policy changes to MAP leadership and channel teams.

  • Coach MAP channel resources to ensure full understanding of HPE expectations and inspire teams to exceed targets.

• Program compliance and governance

  • Regularly review MAP compliance with HPE channel program requirements, including annual planning, channel structure, performance metrics, PfR execution, and marketing commitments.

  • Coordinate compliance reviews with HPE MAP business, sales leaders, and regional leadership; document findings and follow-up actions.

• Revenue, pipeline and GTM execution

  • Drive end-to-end HPE revenue, margin and pipeline growth by leading data-driven sales efforts with MAPs, prioritizing high-impact accounts and opportunities.

  • Support and coach MAPs on account mapping and alignment with HPE field sales to ensure coordinated pursuit and coverage.

• Enablement and field support

  • Mobilize HPE specialists and resources (sales cadence, technical enablement, marketing, executive briefings) to accelerate partner-led opportunities and client engagements.

  • Provide proactive forecasting, business planning guidance, and performance reviews to optimize deal conversion and pipeline health.

• Relationship management

  • Build and maintain strong, trust-based relationships with MAP channel and sales management to ensure shared objectives and efficient collaboration.

• Risk, compliance and legal alignment

  • Ensure MAPs and their partner ecosystems understand and adhere to HPE SBC and partner legal/compliance requirements; escalate and remediate issues as necessary.

Education and Experience:

• University or Bachelor's degree preferred, or equivalent experience.

• Typically 6-10+ years of selling experience at 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 related HPE strategy and ability to articulate same to Partner.

• Sales Acumen: Able to influence the partner to take actions that create increased value to HPE. 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 HPE's business. Acts with a sense of urgency to build strong customer relationships and drive solutions for the partner.

• Account Management: Thorough understanding of business and financial fundamentals to develop strategic plans with the partner that are aligned to customer and HPE strategies, creating increased business opportunities and value for HPE.

• Portfolio Knowledge: Thorough understanding of HPE products and how they can deliver value to customers in contrast to HPE's competitors. Ability to select the best product for the customer's needs, maximizing value for both the customer and HPE. Trend-setter for new HPE products and initiatives, focusing on driving sales of newer, high-margin products and solutions to the customer.

• Partner Industry Acumen: Thorough understanding of Partner industry, trends, competitors, and the channel. Considered a subject matter expert for the Partner industry.

• Partnering Acumen: Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts. Thorough understanding of the Partner's relationships and needs.

• Negotiation and Conflict Management: Ability to achieve agreement within business contexts, and resolve issues so that every party is satisfied.

• Financial Acumen: Thorough understanding of financial accounting concepts such as income statements, balance sheets, revenue projections, etc. to assess customer financial health, identify potential risks, and position value propositions of HPE solutions.

• Sales Forecasting: Ability to look forward and anticipate partner needs, proactively forecasting sales quota and effectively bridging sales gaps.

• Communication: Professional, clear, and effective verbal and written communication.

• Time Management: Ability to prioritize and effectively meet deadlines.

• Creativity and Entrepreneurship: Ability to innovate, think beyond proscribed solutions, and take proactive steps to advance HPE 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 SMB segment.

• Focus on partners with mid-level HPE specialization and commitment.

Accountability, Accountability, Active Learning, 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.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied 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.

Job:

Sales

Job Level:

Expert

    

    

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

   

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.

   

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It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates.  These scammers often seek to obtain personal information or money from candidates.

 

Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process.  The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.