Business Unit Manager – Networking, Hybrid IT

• 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 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
• Act as the primary business contact towards HPE
• Build executive-level relationships with HPE leadership and local vendor teams
• Lead Quarterly Business Reviews and Strategic Business Planning activities
• Negotiate business initiatives, incentives, MDF investments, and growth programs
• Recruit, enable, and develop partners across the Baltic region
• Develop partner business plans and monitor execution
• 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
• Define and execute joint marketing activities with HPE
• Utilize MDF and vendor-funded campaigns effectively
• Support customer events, partner events, workshops, and roadshows
• Manage growth across HPE Networking, Aruba, Hybrid IT, compute, storage, GreenLake, private cloud, hyperconverged infrastructure, data protection, AI infrastructure, and modern data center solutions
• Manage revenue, gross profit, vendor target achievement, market share, pipeline coverage, forecast accuracy, and MDF/business investment
• Expand the partner ecosystem and increase partner-led pipeline

• 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
• Preferred: Knowledge of networking, cloud, storage, and data center technologies
• Preferred: Experience with business planning and P&L management
• Preferred: Understanding of Baltic IT markets and partner ecosystems