Compute/Server Specialist

Compute/Server Specialist

  

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 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

   

Develops and nurtures a strategic/mutually beneficial relationship with the partner or with a targeted set of resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) and their ecosystem partners to drive additional revenue with joint sales efforts. Works closely with business development colleagues and sales teams to increase awareness of alliance related opportunities, and engages with the appropriate HPE executive to build targeted strategic relationships to build long term business opportunities for the company. These jobs focus on selling to customers, typically through work that occurs outside HPE offices.

Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

You must have the ability to visit Partner locations 2-3 times a week in the Dallas area.

Responsibilities:

• Influences large account sales teams to partner for near-term revenue growth, while at the same time, develop joint relationships, initiatives and programs for long-term sustained account success.
• Develops nurtures and maintains a strong business relationship with Alliance Partner.
• Creates, fills-in and manages company funnel for deals with partners and transform potential leads into joint sales activities.
• Coordinates the input of specialists to assess opportunities and make recommendations.
• Advocates Alliance perspective internally and troubleshoots inhibitors to effective selling or fulfillment.
• Ensures appropriate resources, sales awareness and technical certification are in place to ensure successful implementation of joint initiatives.
• Creates, fills-in and manages company funnel for deals with SI/O/ISV's by generating leads for partners and for the company in all our areas of business and customer segments.

Education and Experience Required:

• University or Bachelor's degree preferred.
• Typically 5-8 years of selling experience at end-user account or partner level.
• Solid experience in selling products and services.

Knowledge and Skills:

• Understands relationship/value partner management requirements - solution focus, alliance building and resourcing.
• Good understanding of end user needs with regards to the BU.
• Leverage consultative selling in account to identify opportunities.
• Partner effectively with others in the account to ensure coordinated efficient account management.
• Advocate for client needs in negotiating sales & troubleshooting solution delivery issues.
• Actively manage the account to protect & grow company's business.
• Forecasting, planning and reporting skills in relation to partner/alliance deals.
• Shape offers in pursuit of new business and/or portfolio enhancement.
• Solid understanding of the IT industry, competing vendors, and the channel.
• Dimensions include competitive positioning.
• Solid understanding of company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure.
• Solid understanding of many of company's products, software, and services.
• Able to communicate the strengths of company's offerings, and overcome objections.
• Effectively sells company offerings by building strategic relationships with partner decision makers; and promoting company programs and offerings
• Devel