Technical Account 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:

   

The role is to work closely with the aligned Partner Account Manager (PAM) to develop business partners so they can deliver on their HPE Aruba networking business plan. The role is to become a trusted advisor that engages with senior technical management within the partner and focusses on the technical aspects of the HPE Aruba networking/partner relationship. This allows the PAM to focus on the business aspects such as the business plan, sales enablement, forecasting, finance and supply chain.

The specific responsibilities fall into the following categories:

Working with the PAM to develop the business plan for the partner:

• Set strategy for the partner including any specific solution vertical focus.
• Identify sales and technical skills, gaps and develop a training plan
• Identify opportunities for the partner to develop a differentiated (to other HPE partners) offering
• Prepare and participate in the quarterly business reviews.

Ensuring the partner has the required technical capabilities to deliver against the business plan:

• Deliver product and solution updates to partner sales and technical teams so they have up to date knowledge product capabilities and the value proposition.
• The required technical skills and certifications to qualify and maintain the partners medal status.
• The required technical skills to position, design and quote HPE Aruba networking solutions, including correct product selection and building a bill of materials.
• The appropriate scale of skilled resources to deliver the business plan and ensuring these skills are allocated to customer projects.
• Partner lab capability to demonstrate the products and solutions they are selling and ensuring this is kept operational and up to date.
• The required technical skills to create and implement both high-level and low-level designs aligned with HPE Aruba networking best practice and verified design guides, including product scaling capabilities and correct code version selection.
• Technical support skills to troubleshoot technical issues and an understanding of how and when to engage HPE Aruba Networking TAC.

Supporting the partner with customer engagements:

• Acting as the voice of HPE and delivering strategy presentations.
• Liaison with other HPE sales and technical teams that maybe involved in customer projects.
• Working with the PAM to ensure appropriate and successful use of HPE resources such as the CIC, including agenda and speaker selection.
• Assisting the partner with customer events
• Driving Airheads membership with customers

Supporting the partner with bids and tender responses:

• Helping the partner find answers to tender questions themselves.
• Providing answers to specific tender questions by working with other HPE teams.
• It is not the responsibility of the TAM to respond to tenders or RFPs in whole or entire sections.

Supporting the partner engagement with TAC:

• Ensure the partner understands the TAC process so that any customer issues are dealt with appropriately.
• Being aware of any customer technical issues.
• Assisting the partner with TAC escalations.
• Making other HPE teams aware of customer escalations.

Extended team members employed directly by the partner (Funded head):

• Ensure funded heads feel part of the HPE Aruba networking team
• Monitor skills and drive an appropriate training plan
• Monitor activity to ensure appropriate use of resource

Education & Experience:

• University or Bachelor’s degree
• 8 + years of relevant work experience or equivalent.

#Unitedkingdom

#Aruba

Accountability, Accountability, Active Learning (Inactive), 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.

#unitedkingdom

#aruba

Job:

Sales

Job Level:

TCP_04

    

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.