Actively drive sales and develop profitable channel partners for the HPE Virtualization portfolio.
Support Arrow Sales Teams in named partner accounts through business development, enablement, training, and HPE program specialization.
Manage a portfolio designated Resellers across EMEA, developing HPE virtualization business to meet vendor targets.
Build and maintain strong relationships with HPE field sales teams to ensure Arrow is engaged in all relevant opportunities.
Expand business relationships within existing partners to deepen HPE virtualization engagement and increase share of wallet.
Identify and onboard new partners that fit the Arrow and HPE profile for virtualization.
Leverage deep VMware and broader virtualization market knowledge to position HPE solutions competitively — particularly in VMware migration or displacement scenarios.
Maintain a proactive and structured approach in collaboration with HPE, including regular cadence calls, QBRs, and joint go-to-market planning.
Travel across the EMEA region as required (~50% of working time).

Strong background in virtualization technologies — VMware (vSphere, vSAN, NSX, Horizon) experience is essential; familiarity with alternative or competing platforms (e.g. HPE VM Essentials, Nutanix, Microsoft Hyper-V) is a strong plus.
Proven sales or BDM experience in the IT channel, ideally within a distributor or a vendor.
Prior EMEA-level role experience strongly preferred — comfortable working across multiple countries, cultures, and partner types.
Experience as an individual contributor — self-motivated, structured, and capable of managing a full sales cycle autonomously.
Results-driven with strong forecast management discipline.
Excellent communication and presentation skills; confident engaging at all levels from technical architects to C-suite.
Commercial acumen — able to structure deals, navigate HPE programmes and incentives, and identify upsell/cross-sell opportunities.
Fluent English is essential.
Full driving license required; willingness and ability to travel approximately 50% of the time across EMEA.
Quick to absorb and articulate product benefits — full HPE product training will be provided.

Sales Specialist, HPE VME

Key skills