Hewlett Packard Pathfinder is HPE’s internal venture investment and solutions program that invests in leading companies aligned to our customers’ interests and HPE’s strategy. Pathfinder drives market insights and facilitates engagement across HPE’s business to deliver innovative solutions to solve our customers’ challenges.
Pathfinder is seeking a Solutions Manager to evangelize and drive business engagement between Pathfinder portfolio companies and HPE to produce meaningful joint revenue. Activities include, but aren’t limited to, relationship development with Sales, business development discussions with customers, partnership negotiation, solutions discussions with relevant business units, and customer transaction support.
Serve as an advocate for Pathfinder, and Pathfinder companies, across HPE and externally with customers.
Develop relationships across HPE’s sales organization in support of Pathfinder and the portfolio companies – Account Global Managers, CTOs, pre-sales and inside sales organizations.
Consult with portfolio companies and provide guidance on potential paths of engagement with HPE, and drive resulting partnership and customer discussions.
Manage the enablement process for third-party validated solutions on HPE price list (HPE Complete) for Pathfinder portfolio companies, including; contract negotiations, product pricing, equipment testing and interoperability, and collateral creation.
Identify solution opportunities for Pathfinder companies with HPE and facilitate engagement to enable potential.
Support customer transaction process from deal quote, through exception processes, to ultimate receipt of purchase order.
Identify and execute on opportunities to organize, track, and measure the Pathfinder partnership activities and demonstrate return to HPE.
5+ years of experience with business development, partnerships, customer development preferred. Sales operation experience also helpful.
Demonstrated ability to work effectively in a dynamic, fast paced environment with multiple teams and functions and across multiple projects.
Track record of collaboration and relationship building across diverse teams.
Conversational knowledge and genuine interest in enterprise technologies.
MBA or other advanced degree is helpful, but not required.
Ability to coach and mentor junior team members.
Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities. HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.