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About the Role
This business development role will drive growth in HPE's data center networking business through reseller business planning, demand generation, sales and technical competency development, solution proposals based on customer challenges, and demos/POCs in collaboration with presales. Focusing on HPE Aruba Networking and HPE Juniper Networking, this role will build repeatable sales activities and a continuous pipeline by combining data center fabric, AI data center networking, security, automation, AIOps, and Data Center Interconnect.
Responsibilities
- Develop quarterly and annual business plans with selected resellers.
- Analyze resellers based on customer base, network sales capabilities, data center design/implementation ability, technical certifications, and service delivery 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 Aruba Networking and HPE Juniper Networking.
- Identify needs for data center network refresh, fabric automation, visualization, security enhancement, and operational simplification.
- Execute market development and sales strategies for switches, routers, data center fabrics, DCI, and AI networking.
- Support resellers in positioning, customer interviews, configuration strategy, competitive response, and value proposition.
- Develop deals for new installations and upgrades related to EVPN-VXLAN, spine-leaf, and data center interconnect.
- Create proposal opportunities combining HPE Aruba Networking CX, HPE Juniper Networking QFX/PTX/MX, and Apstra.
- Collaborate with presales to consider topology, bandwidth, latency, availability, migration, operations, and security.
- Propose data center solutions across Compute, Storage, Networking, Security, Software, and Services.
- Develop opportunities for high-performance, low-latency networks supporting AI learning/inference, HPC, cloud, and large-scale virtualization.
- Formulate deals based on customer workloads, east-west traffic, bandwidth, lossless Ethernet, scalability, and operational requirements.
- Promote joint solutions and sales initiatives with Compute, GPU, Storage, Security vendors, SI, and MSPs.
- Develop reusable sales assets such as reference 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, and marketing.
- 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 with presales.
- Coordinate POC plans including technical requirements, scope, schedule, team structure, and success criteria.
- Document customer evaluations, technical challenges, competitive landscape, partner readiness, and next actions.
- Confirm end-user business and technical challenges in collaboration with HPE and resellers.
- Collaborate with ISVs, alliances, SIs, 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 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 data center networking, Ethernet, routing/switching, security, automation, and AI infrastructure.
- Minimum of 5 years of experience in enterprise network sales, data center sales, partner business development, channel sales, or technical sales.
- Experience in developing reseller business plans, nurturing partners, and executing demand generation initiatives.
- Experience in infrastructure proposal development, deal formation, and deal progression with customers or partners.
- Experience driving deals across presales, marketing, vendors, and partners.
Skills
- Reseller business planning and partner activation
- Value proposition for data center networking, AI fabric, automation, and security
- 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
- Bachelor's degree or equivalent practical experience
Benefits
- Elective Benefits tailored to your country
- Formal programs for leadership and professional development
- On-demand courses
- Global Life Empowerment Assistance Program for financial, physical, and mental well-being
- Inclusive education, peer-to-peer conversations, and equitable growth opportunities
- Onboarding program to network with new co-workers within the first 30 days
- Participation in internal, peer-led inclusive communities and activities, including business resource groups, local volunteering events, and 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.