Empowering Partners to Grow Through AI and Innovation Across LATAM

For Manuel Matallana, technology has always been about more than products and solutions. It's about helping businesses grow, creating opportunities, and connecting people with the knowledge they need to succeed. 

Having spent more than two decades working with HPE in various roles and organizations, Manuel joined Ingram Micro with extensive industry experience and a passion for business development. What attracted him most was the opportunity to work at the center of a rapidly evolving technology ecosystem while helping partners navigate new opportunities in virtualization and artificial intelligence. 

Today, he leads HPE VM Essentials (VME) and AI programs across Latin America, collaborating with sales teams throughout the region to develop initiatives, deliver enablement programs, and accelerate business growth. 

Bringing Technology to Life for Partners 

In his role, Manuel works closely with partners and sales teams across LATAM to increase awareness, knowledge, and adoption of emerging technologies. 

His focus is helping partners understand the business value of solutions like HPE VM Essentials and AI while providing the tools, content, and enablement they need to build successful practices around them. 

What makes the role especially rewarding is the diversity of the region. "The challenge of addressing different realities across Latin America while still being able to deliver solutions to those challenges is what makes the role exciting." 

Every market has its own dynamics, priorities, and opportunities, creating an environment where innovation and adaptability are essential. 

Creating a Turning Point in Chile 

One initiative Manuel is particularly proud of was the Presales Engineering Workshop in Chile, a collaborative effort involving resources from Chile, Mexico, and Miami. 

The workshop brought together more than 40 partner engineers for hands-on technical training and practical experience with HPE VM Essentials. 

The outcome exceeded expectations. 

The event helped partners gain a deeper understanding of the platform while strengthening their confidence in the solution's capabilities. "It became a before-and-after moment for us." 

Following the workshop, pipeline growth increased significantly, and Ingram Micro strengthened its position as a market leader in promoting VME across Chile. 

The success was so impactful that similar initiatives are now being replicated in additional countries throughout Latin America. 

Taking Ownership from Day One 

One of Manuel's earliest experiences at Ingram Micro became a defining moment in his career. 

Only days after joining the company, he was asked to lead a strategic program involving HPE, Ingram Micro, and a third-party consulting organization. 

The objective was ambitious: secure executive sponsorship and active participation from four non-traditional HPE partners across the region. 

Manuel took ownership immediately. By engaging key stakeholders, strengthening executive commitment, and driving collaboration among all parties involved, he helped transform the initiative into a major success. 

The results extended beyond the program itself. 

New business opportunities emerged, strategic relationships deepened, and the initiative became successful enough to be repeated on a larger scale. "We strengthened our relationships with those partners and developed multiple business opportunities." 

Learning the Business of Distribution 

While Manuel had extensive experience working with technology vendors and partners before joining Ingram Micro, moving into distribution provided a new perspective. 

"I've learned much more about the business side of distribution and how it differs from working on the vendor side." 

The experience has given him a broader understanding of how vendors, distributors, partners, and customers work together to drive business outcomes. 

This new perspective has strengthened his ability to identify opportunities, align resources, and help organizations create value throughout the technology ecosystem. 

Growing Through Regional Collaboration 

Working across multiple countries has also played a key role in Manuel's professional growth. 

He believes one of the greatest advantages of operating across Latin America is the constant exchange of perspectives, market insights, and experiences. 

"Everything adds up to a diverse ecosystem that feeds innovative ways of approaching business." 

Whether collaborating with colleagues, partners, or vendor teams, he sees every interaction as a learning opportunity. 

The different realities of each market create valuable lessons that help shape stronger business strategies and more effective solutions. 

A Culture Built on Transparency 

When asked what stands out most about Ingram Micro's culture, Manuel points to transparency. 

"Being straightforward with customers, without sugarcoating realities or limitations." 

He values an environment where honest conversations lead to better decisions and stronger outcomes for customers and partners alike. 

That commitment to openness, combined with the support he has received from his team, has made Ingram Micro a place where he can continue growing while making a meaningful impact. 

Advice for Future Associates 

For anyone considering a career at Ingram Micro, Manuel believes the company offers tremendous opportunities for learning and development. 

"It's a good place to work. I've had great team support, and everything is put on the table to help make better decisions." 

His advice is straightforward: Be driven. Stay curious. Be willing to make things happen. 

Those qualities, he believes, create the foundation for long-term success. 

Working with HPE at Ingram Micro 

When asked what he enjoys most about working with HPE at Ingram Micro, Manuel highlights the scale of opportunity. 

"What I enjoy most about working with HPE at Ingram Micro is the wide space of opportunity regarding solutions and the importance of HPE as a vendor within Ingram Micro." 

For Manuel, every initiative represents a chance to help partners grow, embrace innovation, and create new possibilities for their customers.