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 toward 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
• Drive partner engagement around HPE Networking and Hybrid IT solutions
• Support partners in building service practices and recurring business models
• Develop partner business plans and monitor execution
• Work 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
• Drive growth across HPE Networking, Aruba, campus networking, data center networking, wireless solutions, SASE and security solutions, network management and automation, AI-driven networking, compute, storage, HPE GreenLake, private cloud, hyperconverged infrastructure, data protection, and modern data center solutions
• Manage revenue growth, gross profit growth, vendor target achievement, market share development, pipeline coverage, forecast accuracy, and MDF/business investments
• Deliver profitable HPE growth, expand the partner ecosystem, and accelerate HPE Networking and GreenLake adoption

• 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
• 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 (preferred)
• Strategic thinking with strong execution capability
• Results-oriented and commercially driven
• Relationship-building and trusted-advisor capabilities
• Entrepreneurial mindset
• Strong leadership and influencing skills
• Excellent stakeholder management
• Data-driven decision-making
• Self-motivated and proactive