Partner Development Account Representative

Partner Development Account Representative

This role has been designed as ‘Onsite’ with an expectation that you will primarily work from an HPE partner/customer office.

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

HPE Financial Services combines technology insights, financial expertise, and a deep-rooted focus on sustainability to create smarter IT lifecycles for customers and partners of all sizes. Working across the entire tech estate, from edge to cloud to end-user, our collaborative approach delivers asset management solutions that not only free up capital and maximize capacity, but also advance sustainable practices globally and consistently.

Knowledge and Skills:

• Has good leadership skills and cross functional expertise.
• Is considered an expert in knowledge about IT investment/Finance solutions as well as competitor’s offerings. Dimensions include competitive positioning and business models.
• Broad understanding of the partners/customer's needs; applies standard as well as creative solutions to meet those needs; particularly considering the specific requirements and drivers.
• Effectively sells HPEFS offerings by building strategic relationships with partner decision makers; aligning partner and company processes; and promoting company programs and offerings.
• Develops strategic plans with the partner to grow the size of the business and HPEFS's share.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Ability to motivate partner’s sales force.
• Coordinates and directs efforts across HPE/HPInc sales teams and across business groups.
• Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members.
• Ability to coordinate multiple internal and partner’s stakeholder on multiple levels to drive pipeline and sales.
• High level customer management relationship building, working at management and executive level in lines of business.
• Advanced sales negotiation, and deal closing skills.
• Expertise in managing end- to-end sales processes.
• Ability to prioritize and drive strategic sales activity.

Responsibilities:

• Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
• Extensive time working with and leveraging external partners to deliver solution sale.
• Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level.
• Develops business plan in conjunction with customer.
• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
• Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
• Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
• Enters all opportunities in pipeline tool and updates them weekly. Recommends and Implements industry leading Pipeline management practices.
• Ability to implement margin recovery activities/strategies.
• Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
• Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect).

Education and Experience Required:

• University or Bachelor's degree.
• Typically 3 - 8 years of experience as referenced above.
• Sales experience required
• Hunting experience required.
• Solution selling experience
• Experience in IT Asset Lifecycle Management, IT Financing, Channel/GTM
• Channel Experience.
• Fluent Dutch & English required.
• Willingness to travel 3/4 days per week.

Additional Skills:

Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity {+ 6 more}

What We Can Offer You:

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

Job:

Sales

Job Level:

Expert

HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.