The Business Development Manager – HPE & HPE Aruba Networking is responsible for driving revenue growth, market share expansion, and partner development across the assigned territories. The role focuses on developing and executing go-to-market strategies, managing vendor relationships, enabling channel partners, and ensuring the profitable growth of the HPE and Aruba portfolio throughout Mauritius, Madagascar, Réunion Island, Botswana, Zambia, and Namibia.

The role holder will act as the primary liaison between Superdist, HPE, Aruba, and the channel ecosystem while ensuring achievement of sales targets, profitability objectives, and customer satisfaction.

Main Responsibilities

1. Sales & Business Development 

- Achieve assigned revenue, gross profit, and market share targets. 

- Develop and execute annual business plans and go-to-market strategies for HPE and Aruba solutions. 

- Identify new business opportunities, emerging technologies, and market trends. 

- Build and maintain a robust sales pipeline through proactive partner engagement. 

- Recruit, onboard, and develop new channel partners. 

- Support partners in identifying and closing opportunities. 

- Conduct regular business reviews with key partners. 

- Drive demand generation activities and vendor-funded initiatives. 

- Ensure achievement of quarterly and annual sales objectives. 

- Collaborate with sales teams to maximize cross-selling opportunities within the Superdist portfolio. 

- Identify strategic enterprise and public-sector opportunities and support partners in positioning solutions.

2. Vendor Management 

- Act as the primary point of contact between Superdist and HPE/HPE Aruba Networking. 

- Manage vendor relationships to maximize rebates, incentives, MDF, and profitability. 

- Develop quarterly and annual business plans jointly with vendors. 

- Ensure compliance with vendor certification and accreditation requirements. 

- Monitor vendor programs and communicate updates to partners and internal teams. 

- Escalate operational issues and coordinate resolutions with vendor stakeholders. 

- Prepare and present quarterly business reviews to management and vendors.

3. Product Management & Market Intelligence 

- Maintain comprehensive knowledge of HPE server, storage, hybrid cloud, AI infrastructure, networking, security, and Aruba solutions. 

- Monitor market trends, competitor activities, and emerging technologies. 

- Develop product positioning and competitive differentiation strategies. 

- Provide market intelligence and recommendations to management. 

- Support pricing strategies to maximize competitiveness and profitability. 

- Manage product lifecycle activities including launch planning and end-of-life transitions.

4. Channel Enablement & Training 

- Develop and execute partner enablement programs. 

- Organize technical and sales training sessions in collaboration with vendors. 

- Increase partner certifications across the region. 

- Conduct workshops, webinars, and customer events. 

- Support pre-sales teams in solution positioning and proposal development. 

- Promote best practices and solution-selling methodologies.

5. Forecasting, Inventory & Operations 

- Develop accurate sales forecasts and demand plans. 

- Work closely with procurement and logistics teams to ensure product availability. 

- Manage inventory levels to optimize stock turns and minimize ageing inventory. 

- Monitor order fulfilment and customer satisfaction. 

- Ensure timely submission of forecasts and vendor reports. 

- Maintain healthy inventory and profitability levels across all assigned product lines.

6. Customer & Partner Relationship Management 

- Develop strong relationships with strategic customers, partners, and stakeholders. 

- Represent Superdist professionally at customer meetings, industry events, and vendor engagements. 

- Address customer concerns and coordinate corrective actions when necessary. 

- Ensure a high level of customer satisfaction and partner loyalty. 

- Promote Superdist's value-added distribution services and capabilities.

Experience & Qualifications

- Minimum 5–10 years of experience in IT distribution, enterprise technology sales, or vendor management. 

- Bachelor's Degree in Information Technology, Computer Science, Business Administration, Engineering, or related field.

- Vendor certifications in HPE and Aruba technologies are highly desirable.

- Proven track record in achieving revenue and profitability targets. 

- Strong understanding of enterprise infrastructure, networking, cloud, cybersecurity, and digital transformation solutions. 

- Experience working with vendors, distributors, and channel partners.