[Hiring] OS Partner Services Specialist @Hewlett Packard Enterprise

Role Description

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

We are seeking an OS Partner Services Specialist to support our office in Arizona.

Responsibilities:

• Develops close customer/partner relationships; understands their needs, offers support services and advice, monitors satisfaction, demonstrates HPE’s value, and influences interest in other offerings.
• Manages support services, renewals, conversions, and upsells for an assigned set of varied installed base accounts, acting with accountability and readiness to meet assigned order targets.
• Focus on growing contractual renewals, attach, and new businesses for small-to-mid accounts.
• Uses solid account and renewal planning techniques, analytics, and a lifecycle approach to create proposals that meet customer/channel partner needs and grow HPE’s annuity business.
• Owns varied end-to-end renewal cycles aligned with the budgetary cycle, from account planning to driving customer engagement.
• Negotiates price and drives successful deal closure.
• Qualifies and pursues various services upsell and identifies new opportunity leads within their accounts to replace installed base sales erosion and grow accounts.
• Passes sales leads to the extended team for developing and presenting more complex support and product offerings.
• Maintains knowledge of competitors to strategically position the company's products and services.
• Accurately forecasts renewal orders and maintains pipeline and opportunities, following standard procedures and using tools/resources effectively.
• Engages with customers/partners through planned telephone calls, face-to-face visits, and business reviews as part of account management strategy.
• Proactively collaborates with extended account sales team, services delivery, and external partners.
• Owns the support services contractual relationship for their assigned accounts - exercising independent judgment to develop customer relationships, manage account changes, and determine renewal proposals/negotiations.
• Works on a variety of account sizes/volumes, including larger accounts, which may be local, regional, or global, with average levels of complexity and quota.
• Establishes relationships with customers/partners at all organizational levels; able to interface with senior levels in internal and external groups supported by account sales team/manager.
• Drives the sales cycle, frequently growing the account and advising the customer on their contractual support environment.
• Support campaigns with Territory Managers to build the pipeline, using specialized technical knowledge and skills to prospect, qualify, negotiate, and close opportunities.
• Prioritizes and organizes effectively to handle competing priorities and volume.
• Works mostly independently, requiring minimal coaching/support.

Qualifications

• University or bachelor’s degree preferred, or equivalent experience. A master's degree is desired.
• 4-7 years of relevant work experience or equivalent.
• Demonstrated success in achieving progressively higher quota is desired.

Requirements

• Excellent relationship management and customer understanding expertise.
• Proactive escalation management.
• Strong account and opportunity planning and development skills for a variety of accounts.
• Demonstrates deep support services and renewal management expertise (portfolio, processes, data analysis, and tools).
• Good knowledge of the company’s other offerings, strategic initiatives, technical trends, partner and competitor products, and strategies within the assigned solution set.
• Solid presentation and proposal expertise for a variety of renewals and contributions to new business development.
• Good business, sales, and financial acumen.
• Analytical and detail-oriented.
• Excellent written and verbal communication and presentation skills, including good meeting preparation and leadership (both virtually and face-to-face).

Benefits

• 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 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.
• Unconditional Inclusion: We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied 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.