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About the Role
Drive business development with resellers by creating business plans, generating demand, fostering sales and technical competencies, proposing solutions based on customer challenges, and conducting demos and Proofs of Concept (POCs) in collaboration with presales. Focus on HPE ProLiant Compute, integrating virtualization, AI/GPU, hybrid cloud, data platforms, and services to build repeatable sales activities and a continuous pipeline through partners.
Responsibilities
- Develop quarterly and annual business plans with selected resellers.
- Analyze resellers based on customer base, storage sales capabilities, data protection and cloud readiness, technical certifications, and implementation/operation service capabilities.
- Set targets for target customers, key workloads, pipeline, development, demos/POCs, and certifications.
- Manage activities, deals, issues, and next actions through regular reviews.
- Develop new, renewal, expansion, and replacement deals centered on HPE ProLiant Compute.
- Identify needs for server replacements, data center optimization, security enhancement, operational automation, and power saving.
- Develop the market and execute sales strategies for rack, tower, edge, and AI/GPU servers.
- Support resellers with positioning, customer interviews, configuration strategies, competitive countermeasures, and value propositions.
- Develop deals for virtualized infrastructure new introductions, refreshes, and migrations.
- Create opportunities for proposals combining HPE Compute with Hyper-V, HPE Morpheus VM Essentials, VMware, Nutanix, etc.
- Collaborate with presales to discuss workloads, performance, availability, migration, operations, and costs.
- Propose solutions that span Compute, Storage, Networking, Software, GreenLake, and Services.
- Develop key workloads such as generative AI/LLM, inference, fine-tuning, VDI, data analytics, and HPC.
- Formulate deals based on customer use cases, model scale, GPU/CPU requirements, data placement, and operational needs.
- Promote joint solutions and sales initiatives with ISVs, GPU vendors, alliances, SIers, and MSPs.
- Develop reusable sales assets like standard configurations, proposal templates, and customer interview materials.
- Develop training plans for partner sales and technical skills, certifications, and accreditations.
- Plan and execute workshops, study sessions, boot camps, webinars, and hands-on training.
- Collaborate with HPE, presales, marketing, and COE.
- Manage training progress, certification status, activity levels, and deal conversion rates.
- Conduct or coordinate demos and evaluations for partners and customers.
- Design demo environments, validation scenarios, value propositions, and success criteria.
- Coordinate POC plans including capacity, performance, availability, data reduction, and replication.
- Record customer evaluations, technical challenges, competitive landscapes, partner readiness, and next actions.
- Confirm end-user business and data challenges with HPE and resellers.
- Collaborate with ISVs, alliances, SIers, MSPs, and cloud providers.
- Match customer requirements with appropriate storage, data protection, services, and partner capabilities.
- Provide feedback on market demand, competition, pricing/procurement challenges, partner capabilities, and service opportunities.
- Accurately manage CRM, pipeline, forecasts, reseller activities, certifications, demos, and POCs.
- Provide regular reports on business plans, demand generation, deals, development, and cross-sell progress.
- Conduct governance and business reviews with HPE and internal stakeholders.
- Manage KPIs related to sales, gross profit, pipeline, partner activation, new customers, deal conversion, and portfolio expansion.
Requirements
- Bachelor's degree in Business, IT, Computer Science, or Engineering, or equivalent practical experience.
- Foundational knowledge of enterprise servers, virtualization, data centers, hybrid cloud, and AI/GPU workloads.
- Over 5 years of experience in enterprise IT sales, server sales, partner business development, channel sales, or technical sales.
- Experience in developing reseller business plans, nurturing partners, and executing demand generation initiatives.
- Experience in proposing infrastructure solutions, developing deals, and driving opportunities with customers or partners.
- Experience in driving deals across presales, marketing, vendors, and partners.
- Ability to develop reseller business plans and activate partners.
- Ability to propose value for storage, data protection, cloud management, and hybrid cloud.
- Ability to conduct customer interviews and make business outcome-based proposals.
- Ability to manage pipeline, forecasts, CRM, and KPIs.
- Ability to coordinate with internal and external stakeholders, present, and conduct business reviews.
Skills
- Reseller business planning
- Partner activation
- Value proposition for storage, data protection, cloud management, and hybrid cloud
- Customer interviewing
- Business outcome-based proposals
- Pipeline management
- Forecast management
- CRM management
- KPI management
- Coordination with internal and external stakeholders
- Presentation skills
- Business review skills
Location
- Japan
Work Type
- Full-time
Experience Level
- 5+ years
Education Level
- Bachelor's degree or equivalent practical experience
Benefits
- Elective Benefits tailored to your country
- Formal programs on leadership and professional development
- On-demand courses
- Global Life Empowerment Assistance Program
- Seminars and events for well-being
- Onboarding program for networking
- Internal, peer-led inclusive communities and activities
- Business resource groups
- Local volunteering events
- Environmental and social initiatives
About the Company
- At Tech Data, a TD SYNNEX Company, our values guide everything we do: Together, We Own It, We Dare to Go, We Grow and Win, and above all, We Do the Right Thing. These principles shape how we work with each other, our partners, and our communities as we drive innovation and create lasting impact.
- We are proud to be recognized as a great place to work and a leader in the promotion and practice of diversity, equity and inclusion.
Equal Opportunity
- We are an equal opportunity employer and committed to building a diverse team that represents and empowers a variety of backgrounds, perspectives, and skills.
- All qualified applicants will receive consideration for employment based on merit, without regard to race, colour, religion, national origin, gender, gender identity or expression, sexual orientation, protected veteran status, disability, genetics, age, or any other characteristic protected by law.
- To support our diversity and inclusion efforts, we may ask for voluntary gender disclosure information. This data will be used solely to improve our hiring practices and ensure fair treatment for all candidates.