Partner Development Account Representative

Partner Development Account Representative

  

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

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:

   

The Financial Services Partner Development Account Representative is a direct quota carrying role that focuses on a specific set of channel partners, a specific territory, and/or a particular technology. This role will primarily operate virtually, engaging partners and customers on pipeline that is either self-generated, or by other channel sales colleagues, within assigned partner sets or territories.  The role is expected to sell all of HPE Financial Services’ capabilities within assigned partners while working at a strategic level to achieve and exceed a given quota.

The Financial Services Partner Development Account Representative is expected to understand the business drivers for each of their assigned partners and to craft financial and asset management solutions that favorably impact those drivers. The Partner Development Account Representative will routinely work in partnership with an HPE, HPI, or Partner sales team to close financing and asset management transactions. This role requires a digital-savvy candidate with a solid understanding of the IT industry, HPE and HPI business units and solution structuring and selling.
 

Responsibilities:

• Educate the HPE and Partner sales teams on the benefits of HPE Financial Services offerings to close multiple opportunities within an assigned partner set.
• Use internal and external digital tools to help identify key influencers within the partner account to help increase the HPE Financial Services penetration within that partner account.
• Further penetrate assigned partners by identifying opportunity to position the entire HPE Financial Services portfolio of financing and asset management solutions.
• Manage the partner relationship as the primary point person at HPE Financial Services assuming responsibility for the successful implementation of financing solutions and asset management solutions as well as involving the appropriate HPE Financial Services seller for assigned end user opportunities that are generated by the assigned partner account.
• Effectively uses all HPEFS digital CRM platforms (Salesforce, Partner Connection etc.) to actively manage open pipeline of opportunities and accurately forecast business results.
• Actively engage with all cross functional teams within the organization (GTM Execution, Portfolio, Service Excellence etc.) to help increase successful customer engagement as an end-to-end team.
• Responsible for meeting/exceeding quota based on regional guidelines.
• Thorough understanding of all HPE Financial Services capabilities.

Education and Experience:

• 3-5 years finance sales experience, selling to major accounts, achieving and exceeding revenue targets.
• Demonstrated ability to develop and maintain executive relationships at customer or partner sites.
• Bachelor’s degree required, Master’s degree preferred.
• Demonstrated ability to develop and maintain a strategic account business plan using digital resources.
• Successful negotiation and consultative skills.
• In depth knowledge of financing and asset management industry offerings and able to differentiate our business value from competitive offerings.
• Experience with digital tools (Salesforce, Microsoft Dynamics, LinkedIn Sales Navigator, Sales Enablement Platforms, Microsoft Teams, Slack, Zoom etc.).

Knowledge and Skills:

• Exceptional digital acumen to leverage digital applications and tools to perform tasks efficiently as required.
• Candidates who are goal-oriented and can thrive in an independent work environment.
• Skilled in digital research skills to uncover information that can help generate customer insights to improve customer engagements.
• Well versed in digital and social selling skills to uncover potential leads in target accounts.
• Comfortable working in a virtual environment using digital tools and resour