Channel Business Development Review

HPE is predominately a channel business, therefore, we work closely with distributors and value added resellers (VAR)on developing and proposing innovative solutions onto our end-customers. My role is focused on the networking side of the business, Aruba, to find and grow new VARs. I work closely with these external companies to understand their business, and develop joint go-to-market strategies to ensure alignment. This involves a lot of planning, presentation and negotiating. I also provide them with a point of contact to help navigate our business.

I have been on numerous internally and externally training courses to personally develop further. This includes particular sales skills such as rapport building, questioning techniques and presentation skills. I have also expanded my knowledge of the technology industry both from a product and market perspective. Understanding what the technology itself does, what our company strategy is and how this compares to the competition.

The company is very supportive and is constantly pushing me to strive further and achieve more. I have the network to help guide me in my career and the culture fosters a very open and collaborative environment. The specific apprenticeship programme has good content and ideas, however, it is not necessarily tailored to our business which lacks relevance and impacts the value of the course on my personal development.

The programme has a clear structure, taking me through the different stages of the sales cycle, the components with sit within and the skills required to be effective. It is supported by virtual instructor lead sessions to give more hands on experience and there is good support from the provider from our learning development coaches. As mentioned above, it lacks tailoring to our business, which impacts the relevance in what we do day to day and therefore the value I get out the course.

HPE has a great culture and is very supporting in the programmes I want to undertake as part of my personal development. I have regular catch-ups with dedicated early careers HR representative who is moved through the intern and graduate programme previously and has a great understanding of our needs.

There is support from the aligned learning development coach who has a great understanding and experience of sales and the programme. We have regular catch-ups to review my progress and learning, they take the time to understand my goals and give guidance on how to achieve them. The difficult again is the relevance to our business to make to more relatable.

The programme has good content and theories that can be applied into my role. The vast majority of the content is self-taught so there is a reliance on my ability to then implement this into my role. It is sometimes difficult to achieve this conversion of theories and knowledge into my role without that bridge to what we do as a business.

The company runs an early careers committee who provide numerous different types of activities to get involved in. These include networking events, career path sessions from senior leaders and lunch and learns. It has been difficult the past year due to travel restrictions to achieve more than this, however, there is lots to get involved in still.

Yes

Hewlett Packard Enterprise is a global technology company that has a strong history in the industry. It is a stable career in a growing market which has a forward looking culture. There are a variety of career paths and opportunities to get involved in and the business takes the time to understand your goals and supports you in achieving that.

Take the time to understand what the business does and how it impacts the world. The core vision is to advance the way people live and work, this is a great message to provide relevance to and how you would to be a part of this. Networking is extremely important, so leverage the tools available to build this network of people who can give you advice and introduce you to people who can support in your application. Showcase your personality, it is very much a people business.