Hewlett Packard Enterprise is an industry leading technology company that enables customers to go further, faster. With the industry’s most comprehensive portfolio, spanning the cloud to the data center to workplace applications, our technology and services help customers around the world make IT more efficient, more productive and more secure.
Learning does not only happen through training. Relationships are among the most powerful ways for people to learn and grow, and this is part of our HPE culture. In addition to working alongside talented colleagues, you will have many opportunities to learn through coaching and stretch assignment opportunities. You’ll be guided by feedback and support to accelerate your learning and maximize your knowledge. We also have a “reverse mentoring” program which allows us to share our knowledge and strengths across our multi-generation workforce.
Develop and/or deliver integrated end-customer, go-to-market programs for one or more products, services and/or solutions within the region. Responsible for the development and/or delivery of integrated end-customer go-to-market (GTM) programs for one or more products, services and/or solutions. Focused on outbound (customer-facing) activities. Defines and/or manages execution of GTM sales strategies and tactical plans. Develops/manages GTM program budgets. Aligns organizations/processes to achieve program goals. Develops and/or executes upsell/cross-sell/attach efforts. May manage customer-facing aspects of offering launch, refresh and end-of-life (EOL) programs. May drive customer and partner development/relationships specific to GTM programs. Determines GTM program goals/benchmarks and tracks/analyzes results using closed-loop analysis. Drives continuous improvements to GTM efficiency and effectiveness.
Develop and secure approval for GTM plans and budgets to drive NVIDA relationship and the HIT Artificial Intelligence initiative in APJ region
Support development of new HPE / NVIDIA joint sales materials (Sales Kit/Event-in-a-box), product information, videos, podcasts, references, etc based on regional perspective
Direct cross-functional, cross- organizational teams in the execution of GTM plans and budgets including engagement with HPE sales and NVIDIA teams.
Center of Excellence presentation support/delivery.
Execute regional enablement. Assist sales with development of sales training materials.
Expansion and delivery into virtual user group activities (ex.Web Casts)
Support creation of Reference Architectures (RA) and sales materials
AI/Deep Learning Marketing and Business Development region specific sales programs
Develop/own GTM scorecard/dashboard and associated metrics/goals/ benchmarks; track/report progress against them.
Develop closed-loop post- analysis for sales programs and identify/execute indicated actions.
Partner with senior sales management on key retailer/reseller account calls/development.
Education and Experience Required:
Bachelor’s degree required, advanced degree preferred
10+ years of business development and or sales experience in large technology organizations with a focus on all aspects of datacenter infrastructure
Proven technical expertise in defining, building, packaging and delivering complex solutions
Experience targeting key channels, building relationships with the key selling resources and driving selling resources to be advocates for HPE
Knowledge and Skills:
Knowledge of graphic virtualization technologies, HPC, Big Data Analytics and Deep Learning/AI, machine learning
Strong technical skills and background in datacenter infrastructure products
Strong project management skills
Experience in positioning against competing vendors, and building preference with the HPE field and our channel
Excellent presentation and communication skills with internal teams as well as presales, Sales and Channel partners
Proven ability to design and implement impactful use cases and solutions for the target offerings
Able to develop content, demo’s and any other required deliverables for events and large groups of highly targeted audiences
Ideally, have existing relationships with key vendors and partners in the HPC, Big Data Analytics and AI space
Acknowledged mastery of marketing principles, practices, tactics and tools.
Highly knowledgeable on all aspects of offering, segment, partner and account-based marketing.
Excellent written/oral communications.
Strong analytical skills.
Excellent interpersonal skills.
Ability to build, manage and influence virtual teams.
Exceptional negotiating skills.
Ability to interface effectively with all levels of management and functional disciplines, both within and outside the company.
Strong influencing and consensus-building skills.
Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.
HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.