Business Sales Executive - HPE Aruba

The HPE Aruba Business Sales Executive (BSE) will be an expert on HPE Aruba Product Solutions and marketing for the company sales force, ensuring that customers are receiving the best solution to meet their needs.  The BSE will work extensively with sales to educate and assist in closing business activity.  

The BSE will report to the Director of the Networking Practice department and out of the SHI office in Austin, TX.

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $14 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 6,000 of them. If you join our team, you’ll enjoy:

• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
• Continuous professional growth and leadership opportunities.
• Health, wellness, and financial benefits to offer peace of mind to you and your family.
• World-class facilities and the technology you need to thrive – in our offices or yours. 

Include, but not limited to:  

• Collaborate with sales teams to drive the sales process of the solution, by coordinating customer reviews of aging inventory and looking for refresh opportunities, to utilize HPE Aruba’s programs, promotions, and pricing and maximize the amount of margin generated
• Coach sales team to identify and qualify opportunities to achieve HPE Aruba Revenue and GM target attainment within assigned territory
• Collaborate with sales team and make recommendations to help maximize margin of the HPE Aruba architecture within the deal while still meeting customer needs and delivery of product
• Provide monthly reporting, analysis of business results and joint pipeline to business leaders within territory
• Establish and help develop relationships between SHI and HPE Aruba within territory
• Be the ambassador of SHI’s Value to all levels of the HPE Aruba resources  
• Ensure AE activities are tightly aligned with HPE Aruba Sales goals within assigned territory
• Resolve all escalation/issues with HPE Aruba partnership product solutions
• Keep current on all HPE Aruba programs, rebates, processes changes and relay, educate sales force on changes by meeting with team to educate and including HPE Aruba team when needed

• Bachelor’s Degree or equivalent experience
• 3 years minimum in a direct IT sales or channel business development role.
• 3 years’ experience selling Enterprise Networking product lines
• 2 years demonstrating the following:  
  • Growing New Business
  • Sales support/training/enablement role
  • Marketing/planning role supporting partners
• Strong background working in Microsoft Office

• Ability to create and manage external partners and executive level relationships
• Ability to build and execute cross-functional plans to achieve defined objectives
• Ability to analyze and interpret business results and develop an action plan
• Ability to build strong relationships with a sales organization
• Creative and strategic thinking with excellent decision-making skills
• Ability to manage a regional business with minimal input from Management
• Exceptional communication skills—both written and verbal 
• Ability to educate and train the sales force on the tools, products and programs available from HPE Aruba
• Ability to keep current on all HPE Aruba programs, rebates, processes changes

Preferred Skills: 

• Experience with HPE Aruba’s Global Enterprise or Commercial Segment(s) 
• Experience with HPE Aruba’s portals, tools, programs, and processes
• Experience with transacting HPE Aruba through distribution

• 25% travel to partner conferences/events and customer sites as needed

• This position’s estimated annual pay range is $70,000 - $150,000, including a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include but are not limited to medical, vision, dental, 401K, and flexible spending. 
• Equal Employment Opportunity – M/F/Disability/Protected Veteran Status