Zerto - Alliance Business Development Manager

Zerto - Alliance Business Development Manager

  

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Job Description:

   

Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.
 

Responsibilities:

• Influences large account sales teams to partner for near-term revenue growth, while at the same time, develop joint relationships, initiatives and programs for long-term sustained account success.
• Develops nurtures and maintains a strong business relationship with Alliance Partner.
• Creates, fills-in and manages company funnel for deals with partners and transform potential leads into joint sales activities.
• Coordinates the input of specialists to assess opportunities and make recommendations.
• Advocates Alliance perspective internally and troubleshoots inhibitors to effective selling or fulfillment.
• Ensures appropriate resources, sales awareness and technical certification are in place to ensure successful implementation of joint initiatives.
• Creates, fills-in and manages company funnel for deals with SI/O/ISV's by generating leads for partners and for the company in all our areas of business and customer segments.
   

Education and Experience Required:

• University or Bachelor's degree preferred.
• Typically 5-8 years of selling experience at end-user account or partner level.
• Solid experience in selling products and services.
   

Knowledge and Skills:

• Understands relationship/value partner management requirements - solution focus, alliance building and resourcing.
• Good understanding of end user needs with regards to the BU.
• Leverage consultative selling in account to identify opportunities.
• Partner effectively with others in the account to ensure coordinated efficient account management.
• Advocate for client needs in negotiating sales & troubleshooting solution delivery issues.
• Actively manage the account to protect & grow company's business.
• Forecasting, planning and reporting skills in relation to partner/alliance deals.
• Shape offers in pursuit of new business and/or portfolio enhancement.
• Solid understanding of the IT industry, competing vendors, and the channel.
• Dimensions include competitive positioning.
• Solid understanding of company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure.
• Solid understanding of many of company's products, software, and services.
• Able to communicate the strengths of company's offerings, and overcome objections.
• Effectively sells company offerings by building strategic relationships with partner decision makers; and promoting company programs and offerings
• Develops account plans with partner to grow company's share of the business.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Ability to motivate partner's sales force.

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, 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.

Diversity, Inclusion & Belonging

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

#unitedkingdom#sales

Job:

Sales

Job Level:

Specialist

    

Hewlett Packard Enterprise is EEO F/M/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.