Pricing Specialist at HPE in Plano, Texas

Job Description:

Pricing Specialist

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. 

Pricing Framework-agreements represent an opportunity for HPE to shift HPE’s relationship with our customers to a more streamlined and efficient model for both parties.  Pricing Framework agreements offer a longer term business relationship, one that is more predictable for HPE and our customers, and allows faster quoting and ordering through the selling process.

HPE has the opportunity to nearly double the business that we have secured through pricing framework agreements today.  In partnership with eCommerce, GEO sales leaders, Pricing and the CPQ teams, this role will lead the transformation within the AMS Region.  They will partner with these organizations and WW peers to develop the go-to-market approach, work closely with GEO sales to identify target customers, and assist sales in developing a win/win business case for their customer.  They will also play a critical role in the monitoring or performance to verify that our GEO approach and performance expectations are delivering to the plan.
 
Responding to these market trends, we are looking to invest in thought leaders to help drive this transformation and customer relationships across the GEOs. The Strategic Pricing Framework Specialist role is at the heart of this investment. Working hand-in-hand with our key partners in eCommerce, Sales, Pricing and CPQ, the role will grow the win-rate, global revenue, and global margin of the pricing framework agreement-based business.

Responsibilities

• Develop and Deploy the WW Framework Process
  
  
  • Partner across the workstreams to develop the front-end processes for pricing framework deployment
  
  
  • Processes will developed for both unique customer agreements, as well as a 1:Many scalable approach
  
  
  • Develop pricing framework agreement blueprints for different customer scenarios
  
  
  
  


• Drive Enablement:
  
  
  • Train sellers, bid desk / pricing and sales ops teams on the blueprints and the execution of pricing framework agreement-based business by formal training but also by identifying and sharing best practices proactively
  
  
  • Develops pricing framework agreement blueprints for different customer scenarios
  
  
  • Partners with Pricing to target 1:Many pricing constructs and feedback on customer and sales adoption
  
  
  • Acts in the following areas as the subject matter expert for pricing framework related questions: competitive capabilities, RTM, T&Cs, legal issues, pricing, etc
  
  
  
  


• Prioritize Accounts – Drive Customer Adoption
  
  
  • Assesses quality of existing pricing framework agreements; develop and maintain scorecard -like structure
  
  
  • Develop and maintain calendar of new pricing framework opportunities and upcoming renewals
  
  
  • Agree with segment leaders short-list of priority accounts for proactive engagement
  
  
  • Target expansion of 1:Many pricing framework elements in a scalable and repeatable manner
  
  
  • Work with account teams to (re)design pricing framework agreements for priority accounts
  
  
  • Support account teams with RFx’s and in negotiations
  
  
  • Provide expertise to sellers during the life of a contract to maximize revenues and margin
  
  
  
  


• Performance Measure/Course Correction
  
  
  • Working with Pricing and GEO Finance, develop reporting processes to track pricing framework performance in comparison to expectations
  
  
  • Track pricing framework revenue across the GEOs, and partner with Pricing to understand the impacts of list price/cost trends and decisions
  
  
  • Course correct and flag accounts that are underperforming – drive root cause and corrective actions into not only the accounts, but the overall process as required
  
  
  
  

Education and Experience

• University / Bachelor's degree or directly related previous work experience


• Minimum 5 years of experience in sales, bid desk or sales ops role in large end customer segments


• Preferably 5+ years in a role interacting with Direct RTM customers with pricing framework agreements


• Demonstrated constantly high achievement levels and capacity to link with cross-functional stakeholders to bridge gaps and simplify complex topics to achieve common understanding


• In general terms viewed as an expert in company; sought out by other team members and/or managers for input

Knowledge and Skills

• Is considered as an expert in the setting up pricing frameworks and in margin management / recovery tactics


• In-depth knowledge of direct RTM and international business processes / tools, foundational knowledge of indirect RTM


• Advanced sales negotiation and deal closing skills


• Project management and prioritization skills, proactive self-starter


• Understands the specific role, tactics and metrics of the customers’ procurement teams and where needed, establishes a professional working relationship up to the executive level


• Collaborates with management and sales teams in identified priority accounts to ensure seamless integration of special pricing framework sales tactics with other sales activities


• Good knowledge of HPE portfolio; foundational understanding of competitive offering is a plus


• Ability to work in virtual teams with members in different time zones and from different cultural backgrounds


• Strong communication, presentation and time management 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.