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About the Role

Drive business development for HPE's Campus & Branch Networking business by collaborating with resellers on business planning, demand generation, sales and technical competency development, solution proposals based on customer challenges, and demos/POCs in conjunction with presales.

Responsibilities

Develop quarterly and annual business plans with selected resellers.
Analyze resellers based on customer base, network sales capabilities, security readiness, technical certifications, and implementation/operation services.
Set targets for target customers, key workloads, pipelines, development, demos/POCs, and certifications.
Manage activities, deals, issues, and next actions through regular reviews.
Develop new, renewal, expansion, and replacement deals for wired, wireless, and WAN products.
Identify needs for network refresh, Wi-Fi enhancement, user experience improvement, security enhancement, and operational automation.
Develop the market and execute sales strategies for access points, AOS-CX switches, gateways, SD-WAN, and SASE.
Support resellers in positioning, customer interviews, configuration strategy, competitive response, and value proposition.
Develop new installation and refresh deals for networks in stores, educational institutions, medical facilities, and public facilities.
Create proposal opportunities by combining access points, AOS-CX switches, gateways, Central, and ClearPass.
Collaborate with presales to consider coverage, capacity, availability, authentication, policies, migration, operation, and costs.
Propose solutions across Networking, Security, Cloud, IoT, GreenLake, and Services.
Develop key use cases such as zero trust, dynamic segmentation, BYOD/IoT, network visualization, and AIOps.
Formulate deals based on user, device, location, application, connection quality, authentication/access control, and operational requirements.
Promote joint solutions and sales strategies with security, cloud, IoT, UC, SI, and MSPs.
Develop sales assets such as industry-specific use cases, standard configurations, proposal templates, and customer interview materials.
Develop training plans for sales and technical skills, certifications, and accreditations for partners.
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.
Conduct or coordinate demos and evaluations for partners and customers.
Design demo environments, validation scenarios, value propositions, and success criteria in collaboration with presales.
Coordinate POC plans including technical requirements, scope, schedule, team structure, and success criteria.
Record customer evaluations, technical challenges, competitive landscape, partner readiness, and next actions.
Identify end-user business and technical challenges in collaboration with HPE and resellers.
Collaborate with ISVs, alliances, SI, MSPs, and consulting partners.
Match customer requirements with appropriate HPE Compute configurations, related software, 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 reviews 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

Degree in Business, IT, Computer Science, or Engineering, or equivalent practical experience.
Foundational knowledge of wired/wireless LAN, Wi-Fi, WAN, SD-WAN, network access control, zero trust, SASE, and cloud management.
5+ years of experience in enterprise network sales, wireless LAN sales, security sales, partner business development, channel sales, or technical sales.
Experience in developing reseller business plans, partner development, and executing demand generation initiatives.
Experience in infrastructure proposal, deal formation, and deal promotion to customers or partners.
Experience driving deals across presales, marketing, vendors, and partners.

Skills

Reseller business planning and partner activation
Value proposition for integrated wired/wireless, SD-WAN, zero trust, SASE, and AIOps
Customer interviewing and business outcome-based proposals
Pipeline, forecast, CRM, and KPI management
Coordination, presentation, and business review with internal and external stakeholders

Location

Japan

Work Type

Full-time

Experience Level

5+ years

Education Level

Degree in Business, IT, Computer Science, or Engineering, 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
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.