Distribution Business Manager

• Develop and implement strategic business plans to grow the networking product & solutions through distribution partners.


• Analyse and identify key growth market to capture business opportunities in enterprise, Mid-market, SMB and public sector space.


• Drive quarterly business reviews (QBRs) with distributors to assess performance, set goals, and align on execution strategies.

Conduct joint business reviews with selected resellers including eCommerce partners, service providers & system integrators.

• Build and maintain strong working relationships with key distribution stakeholders including senior management, product managers, sales teams, marketing and operational personnel.


• Act as the primary liaison for all matters related to distributor performance, networking product portfolios, pricing, compliances, operational issues and escalation handling.


• Support new distributor onboarding and training in alignment with company programs, policies and contractual obligations.


• Breadth – Ability to recruit new partners in different industrial vertical, geographical coverage & channel segment such as Mid-market, SMB, Enterprise; responsible for onboarding, enablement & growth of the partners.


• Depth – Organise Joint business planning to review the business performance, pipeline management, develop incentive programs to grow the business and increase share of wallet within the partner organization.


• Accountable to consolidate country channel forecast from all distributors and ensure accurate and predictable input for regional reporting.


• Leverage Excel Knowledge to track and meet KPIs such as weekly Sell-in & Sell-Thru achievement, healthy channel Inventory and sales linearity.


• Prepare weekly/monthly reports for local and regional cadence calls and quarterly business reviews, provide insights and correction action plans.


• Collaborations and Teamwork with Sales team, Technical personnel and country leader.


• Effective communications when come to any business updates to manage expectation.


• Influencing & negotiation skills to ensure alignment, conflict resolutions with Internal Stakeholders.


• Work with distributor marketing team to plan and execute demand generation campaigns, events, digital marketing and lead-generation activities that support business goals.


• Ensure consistent brand positioning and messaging across all distributor-led marketing initiatives.


• Track marketing ROI, co-funding usage, and effectiveness of marketing activities through post activity reports and execute bridge plan to meet business target.


• Ability to build strong relationships with customers and posses clear communication skills to ensure effective expectation management and ability to handle any escalations.


• Strong business acumen to offer products and solutions to meet customer expectation.


• Explore Upsell and Cross sell opportunities with the full portfolios from Edge to cloud, Security and systems.


• University or bachelor’s degree in business administration, Marketing, Information Technology or a related field.


• 5-10+ years or more in IT distribution, channel sales or vendor-partner management; others including selling experience at end-user account or partner level.


• Background in networking products or IT Infrastructure is preferred.


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• Self & Result Oriented/Driven**: Ability to meet and exceed business objectives; Proactive, confident and resilient in managing dynamic channel environment; develop strategic plans to grow and accelerate business and increase company's share of wallet within the Distributors organization.


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• Communication**: Excellent verbal and written communication skills in English, confident in presentation to all stakeholders at all levels; ability to motivate partner's sales force.


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• Industry/Product Knowledge**: Deep understanding of the IT industry, competing vendors, and the channel landscape.

Deep understanding of the company's products, software, and services networking knowledge. Ability to communicate the strengths of company's offerings relative to competition and overcome objections.

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• Analytical**: Above average Microsoft Excel skills for business analysis, sales forecasting and reporting.

Strong analytical thinking skills with a solution-driven and creative mindset for problem solving.

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• Time Management**: Ability to manage multiple projects/scenarios ad a strong sense of ownership and accountability.

Ensure timely submission of reports and meeting attendance.

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• Operational Excellence**: Deep understanding of the company's organization & operational processes, including key business policies & rules, order and shipment processes, pipeline management and healthy channel inventory to ensure smooth business continuity and success.

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: .

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