Position:

Job Description:

Business Unit Manager – HPE (Networking & Hybrid IT)

Location: Baltic Region (Estonia, Latvia, Lithuania)
Reporting to: Country Manager / Regional Sales Director
Vendor: Hewlett Packard Enterprise (HPE)

Position Overview

The Business Unit Manager (BUM) for HPE is responsible for driving the growth, profitability, and market development of the HPE business across the Baltic region. The role covers the complete HPE portfolio with a primary focus on HPE Networking (Aruba) and Hybrid IT, including compute, storage, infrastructure solutions, and associated services.

The Business Unit Manager acts as the vendor business owner, responsible for developing and executing the regional go-to-market strategy, building partner engagement, driving sales performance, and ensuring strong alignment between HPE, partners, and internal sales teams.

The role requires close collaboration with vendor representatives, channel partners, pre-sales teams, marketing, and regional leadership to maximize revenue growth and market share.

Key Responsibilities

Business Strategy & Growth

• Own the HPE business strategy across Estonia, Latvia, and Lithuania.
• Develop and execute annual business plans aligned with HPE objectives.
• Drive revenue, gross profit, and market share growth across all HPE business areas.
• Identify new market opportunities, technologies, and growth segments.
• Create and maintain a strong sales pipeline.
• Ensure achievement of quarterly and annual vendor targets.

Vendor Management

• Act as the primary business contact towards HPE.
• Build executive-level relationships with HPE leadership and local vendor teams.
• Lead Quarterly Business Reviews (QBRs) and Strategic Business Planning activities.
• Negotiate business initiatives, incentives, MDF investments, and growth programs.
• Ensure alignment between HPE priorities and regional execution.

Partner Development

• Recruit, enable, and develop partners across the Baltic region.
• Drive partner engagement around HPE Networking and Hybrid IT solutions.
• Support partners in building service practices and recurring business models.
• Identify strategic partners for long-term growth.
• Develop partner business plans and monitor execution.

Sales Leadership

• Work closely with sales teams to identify and close opportunities.
• Support strategic customer engagements and major opportunities.
• Assist in large deal negotiations and commercial discussions.
• Maintain accurate forecasting and business visibility.
• Drive sales discipline and opportunity management through CRM tools.

Marketing & Demand Generation

• Define and execute joint marketing activities with HPE.
• Utilize MDF and vendor-funded campaigns effectively.
• Work with marketing teams to increase awareness and lead generation.
• Support customer events, partner events, workshops, and roadshows.

Portfolio Focus Areas

Drive growth across:

HPE Networking (Aruba)

• Campus Networking
• Data Center Networking
• Wireless Solutions
• SASE and Security Solutions
• Network Management and Automation
• AI-driven Networking Solutions

HPE Hybrid IT

• Compute Platforms
• Storage Solutions
• HPE GreenLake
• Private Cloud Solutions
• Hyperconverged Infrastructure
• Data Protection Ecosystem
• AI Infrastructure and Modern Data Center Solutions

Financial Responsibility

The Business Unit Manager is accountable for:

• Revenue growth
• Gross profit growth
• Vendor target achievement
• Market share development
• Pipeline coverage
• Forecast accuracy
• MDF and business investment management

Success Metrics (KPIs)

Financial

• Revenue achievement vs target
• GP achievement vs target
• Vendor rebates and incentives achieved
• Business growth YoY

Sales

• Pipeline coverage
• Opportunity creation
• Win rate improvement
• Forecast accuracy

Partner Development

• Active partner count
• New partner recruitment
• Partner certification growth
• Partner-generated opportunities

Vendor Engagement

• QBR performance
• Strategic initiative execution
• Vendor relationship satisfaction
• HPE program compliance

Qualifications

Required

• 5+ years experience in IT distribution, vendor management, channel sales, or business development.
• Strong understanding of enterprise infrastructure and networking technologies.
• Proven experience managing vendor relationships.
• Experience working with channel partners.
• Strong commercial and negotiation skills.
• Ability to work across multiple countries and cultures.
• Excellent communication and presentation skills.
• Fluency in English.

Preferred

• Experience working with HPE, Aruba, or similar enterprise infrastructure vendors.
• Knowledge of networking, cloud, storage, and data center technologies.
• Experience with business planning and P&L management.
• Understanding of Baltic IT markets and partner ecosystems.

Personal Competencies

• Strategic thinker with strong execution capability.
• Results-oriented and commercially driven.
• Relationship builder and trusted advisor.
• Entrepreneurial mindset.
• Strong leadership and influencing skills.
• Excellent stakeholder management.
• Data-driven decision maker.
• Self-motivated and proactive.

What Success Looks Like After 12 Months

• Consistent achievement of HPE revenue and profitability targets.
• Strong growth in HPE Networking and Hybrid IT business across all Baltic countries.
• Increased partner engagement and partner-generated pipeline.
• Expanded adoption of HPE GreenLake and strategic infrastructure solutions.
• Excellent relationship with HPE leadership and local teams.
• Recognized internally and externally as the key driver of HPE business development in the Baltics.

Top 3 Annual Objectives

• Deliver profitable HPE growth exceeding market growth in the Baltics.
• Expand partner ecosystem and increase partner-led pipeline by at least 25%.
• Accelerate HPE Networking and GreenLake adoption through targeted sales and marketing initiatives.

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