Hewlett Packard Enterprise Company HPE Channel Go-to-Market - Storage/Nimble in San Jose, California
HPE Channel Go-to-Market - Storage/Nimble
Develop and/or deliver integrated go-to-market programs for indirect RTM for Nimble Storage within the global business unit. Defines, manages, and evaluates indirect business plans to ensure they are operationally executable against defined strategic objectives. Leads and partners with cross-functional teams to develop short-term business plans and supporting data-driven models. Sets business metrics, evaluates actual performance, and makes recommendations to business leaders on performance target achievement. Working closely with geo indirect sales and category teams, defines and/or manages execution of GTM marketing strategies and tactical plans related to the Nimble business through the indirect RTM. Prepares comprehensive implementation tactics, including execution plans, resource allocation plans, follow-up guidelines, assessment, and process accountabilities. Ensures that business activities are aligned with stated plans among different stakeholders. Develops/manages GTM program budgets. Aligns organizations/processes to achieve program goals. Develops and/or manages delivery of value propositions/messaging for assigned offerings. Develops and/or executes upsell/cross-sell/attach efforts. May drive customer and partner development/relationships specific to GTM programs. Drives continuous improvements to GTM efficiency and effectiveness.
Lead overall channel/partner readiness strategy associated with Nimble Storage NPIs
Define channel and sales requirements/dependencies for new products/solutions and supports development of value prop for partner ecosystem
Develop specific growth and activation plans by channel membership tier for key storage categories using a data-driven approach
Creation of sales-focused programs for key storage categories targeting indirect (Channel/SI/SP) and work with geo leads to drive execution (focus on pipeline generation/won deals).
Develop/define indirect partner segmentation strategies specific to Nimble Storage and development plans and execute/monitor them. Assumes responsibility for the successful implementation of business plans in a defined area of responsibility.
Partner capacity planning and profitability associated with key storage categories
Owns a significant number of measurable functional, operational and strategic goals or priorities.
Contributes to the overall strategic definition of a function with strong business acumen.
Acts as a key advisor to executive management in influencing the strategic direction of the business.
Direct cross-functional, cross- organizational teams and agencies in the development and execution of GTM plans and budgets.
Develop and secure approval for GTM plans and budgets.
Provides innovative thought leadership and shapes the knowledge base across multiple businesses, functions, or regions.
Define GTM metrics/goals/ benchmarks and track/report progress against them.
Assist sales with development of sales training materials.
Assist sales with reseller account calls/development.
Education and Experience Required:
Advanced university degree (e.g., MBA) or demonstrable equivalent.
7+ years sales or channel experience or partner marketing experience. Preferably in a global, cross- functional environment.
Achieved planned financial results within a business at a region/area, business segment or industry level
Program management experience with demonstrated ability to coordinate many simultaneous projects/activities, while keeping stakeholders updated on schedules and timelines.
Ability to build, manage and influence virtual teams
Knowledge and Skills:
Master knowledge of sales practices based marketing, tactics and tools
Master knowledge of two-tier channel models, service providers and associated GTM strategies.
Master knowledge of indirect compensation models and analysis
Expert knowledge of offering, segment, partner and account- based marketing.
Superior business acumen, technical knowledge multiple business units, and extensive knowledge in applications and technologies.
Advanced relationship management skills, including partnering and consulting.
Advanced leadership skills, including coaching, team-building, conflict resolution, and management.
Strong project and budget management skills.
Excellent written/oral communications.
Strong analytical skills.
Excellent interpersonal skills.
Ability to build, manage and influence virtual teams.
Excellent negotiating skills.
Ability to interface effectively with all levels of management and functional disciplines.
Strong influencing and consensus-building skills.
Conflict resolution skills.
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