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SMB and Midmarket Business Development,Aruba At Aruba Networks

Location: Ontario, Canada

Job Description

Aruba, a Hewlett Packard Enterprise Company, is a leading provider of next-generation networking solutions for the mobile enterprise: http://www.arubanetworks.com/company/about-us.


HPE Aruba’s Wired and Wireless Networking solution offer a comprehensive open and standards-based portfolio designed to address a broad range of customer segments, from small & medium businesses, to the largest enterprises with advanced requirements for leading branch, campus LAN and data center solutions. HPE Aruba’s innovative technology and open, standards-based approach to networking is resonating with customers around the world. Our acquisition of the Aruba wireless networking portfolio is class leading and is experiencing growth that greatly exceeds market growth. In addition it provides a suite of security solutions via ClearPass and Application Development Toolkits through Meridian that enable extensive mobility enhancements.


We have an exciting opportunity for a SMB and Midmarket Business Development,Aruba to join our team.


Role

  • Fully dedicated, accountable for setting plans & getting them executed by focused Partner; definition, comm., tactical execution/reporting and post-mortem
  • Works with Cat. Mgr on Portfolio/Pricing/Programs. Interlock with Cat. Mgr & Marketing on Channel/EU awareness and demand gen activities & campaigns

Responsibilities

  • Owns and drives Aruba Transactional plan as defined by the business - quarterly, half yearly, annual quota performance
  • Achieve target Shipments/Sellout goals for SMB defines by product set and partner segments in the given country
  • Develop strong influential relationships with the Partners key stakeholders
  • Engage with Target Partners at their place of work
  • Extensive time working with named Distributors, e-Resellers, NSP’s, MSP’s and Telco’s to deliver targeted sales
  • Builds & executes growth by using the Partner planning process; actively manages planning process thru scheduled reviews/updates
  • Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable sales growth
  • Maintains high-level of partner loyalty and builds trust and integrity, as indicated in the company-conducted surveys and reports.
  • Acts as a first interface in the country for local HPE Aruba teams for the sales of Aruba Promotions/Office Connect products
  • Works closely with Marketing and external Agencies (MSA) to develop demand generation campaigns
  • Responsible for gathering feedback and intelligence on products, pricing, promotions and competitors from named partners

Profile

  • Experience working at a Networking Vendor or at a Partner with specific Networking transactional/volume responsibility

Knowledge and Skills

  • Thorough understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
  • Experience selling and driving programs through select channels targeting the SMB market
  • Thorough 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 and business model.
  • Thorough understanding of company's products, software, and services. Able to communicate the strengths of company's offerings relative to competition, and overcome objections.
  • Effectively sells company offerings by building strategic relationships with partner decision makers; aligning partner and company processes; and promoting company programs and offerings.
  • Develops strategic plans with the partner to grow the size of the business and company's share.
  • Partners effectively with others in the account to ensure coordinated efficient account management.
  • Ability to motivate partner's sales force.
  • Coordinates and directs efforts across company sales teams and across business groups.
  • Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members

Aruba, a Hewlett Packard Enterprise Company

Aruba, a Hewlett Packard Enterprise Company, is a leading provider of next-generation network access solutions for the mobile enterprise. The company designs and delivers Mobility-Defined Networks that empower IT departments and #GenMobile, a new generation of tech-savvy users who rely on their mobile devices for every aspect of work and personal communication. To create a mobility experience that #GenMobile and IT can rely upon, Aruba Mobility-Defined Networks™ automate infrastructure-wide performance optimization and trigger security actions that used to require manual IT intervention. The results are dramatically improved productivity and lower operational costs.


Please Note

In order to satisfy our contractual obligations with clients, the successful candidate will be required to pass a basic, standard Criminal Records check. You will also be required to sign off on HPE's Confidentiality, Non-Solicitation and Conflict of Interest Agreement.

Aruba, a Hewlett Packard Enterprise Company is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic. The EEO is the Law poster is available at http://www1.eeoc.gov/employers/upload/eeoc_self_print_poster.pdf.


#ArubaNetworks #GenMobile #ArubaNetworksJobs #HPE #HewlettPackardEnterprise

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