Partner Account Rep at HPE in San Diego, California

Job Description:

Partner Account Rep

Job Description:

Hewlett Packard Enterprise (HPE) advances the way people live and work. We bring together curious minds to create breakthrough technology solutions, helping our customers make their mark on the world.

At Hewlett Packard Enterprise (HPE), we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work. Our legacy inspires us as we forge ahead, focused and dedicated to helping our customers make their mark on the world.  What sets us apart? Our people. Our people’s relentless commitment to partner, innovate, and act.  If solving the world’s biggest technology challenges sounds like the right career path for you, read on. 

Serves as the overall account lead (single point of contact) for numerous, large named accounts in an assigned country, geographic territory and/or industry; understands a client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in a value or volume specialty (computers, servers, storage, services, printers) with focus on growing the base business, complex solutions, and new business opportunities. Accounts may be managed remotely. Is supported primarily by presales and inside sales resources. These jobs focus on selling to customers, typically through work that occurs outside the company offices.

Responsibilities:

• Coordinates/Owns account plans for commercial accounts in the account planning process.


• Focuses on deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions.


• Uses specialty to leverage existing opportunities in account.


• Establishes a professional working relationship (up to the executive level) with clients, focusing mainly on specialist buyers, e.g. IT.


• Analyzes win/loss rates and drive recommendation to improve ratios


• Works with and leverages external partners to deliver solution sale.


• Refers company volume products and certain value products to other specialists or partners as needed.


• Utilizes the support of pre- sales and specialists, and depending on account coverage with inside sales to lead deal pursuit.


• Responsible for achieving/managing quota based on regional guidelines


• Enters and is accountable for all opportunities in pipeline tools and processes. Recommends and Implements Pipeline management practices.


• Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.


• Acts as a first interface for owned accounts in collaboration with members of global business teams.


• May Train/Coach and lead Inside account reps/Inside Sales


• Contributes to or designs sales policy and strategy for assigned business segment.

Education and Experience Required:

• University or Bachelor's degree preferred.


• Detailed knowledge of key customer types or customers on given products.


• Typically 5+ years of experience as referenced above.


• Account management experience required


• Experience in product specialty (computers, printers, servers, storage)


• Possible experience in industry.


• Inside Account experience of large commercial of large complexity.

Knowledge and Skills:

• Solid IT acumen on how to align with specific company services or product lines.


• Partner organization intelligence aligned with partner management skills.


• Assess solution feasibility from a technical and business perspective to determine qualify- in/quality-out status.


• Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off.


• Negotiation skills and ability to frame the value proposition for the customer.


• Ability to utilize resources effectively in or order to pursue revenue generating opportunities in the account.


• Ability to understand the customer's business issues and translate to company solutions.


• Enough knowledge about product, services and client's core business, to be able to sell transactionally, as well as generate leads.


• Ability to prioritize and drive strategic sales activity on multi-product basis or solution basis.


• Competitive selling skills.

What we can offer you:

Extensive benefits, a competitive salary and shared values/ purpose, make Hewlett Packard Enterprise one of the world´s most attractive employers. At HPE our goal is to provide equal opportunities, flexibility/ work-life balance, and constantly evolving career growth.

If you are looking for challenges in an exciting, supportive and international work environment, then we definitely want to hear from you. Continue the conversation by clicking apply now below, or directly via our Careers Portal at www.hpe.com/careers.

Join us and make your mark!

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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.

Job:

Job Level:

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

HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.