Channel Sales Incentives Partner Service Management with German

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Employer: Hewlett Packard Enterprise
  • Customer Support - Client Service
  • Job type: full-time
    Job level: 1 - 5 years of experience
  • Updated at: 31.08.2018
    Short company description

    At Hewlett Packard Enterprise, our ideas propel our world faster. We’re an industry-leading technology company. And we’re accelerating everything we do. With the industry’s most comprehensive portfolio, our technology and services help transform our customers around the world to become more efficient, more productive and more secure. They enable our customers to go further. And our employees to develop, learn and advance their careers. Ready to change the world? No one’s doing it faster.
    Mission: We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives.

    Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.


    Advanced knowledge of clients support
    Fluent English and German
    Strong project management and communication skills, with ability to build and maintain strong internal/external relationship
    Typically 2+ years of prior work experience
    Practical business skills
    Strong analytics, diagnosing and problem solving skills
    Ability to drive activities to closure and get things done pragmatically
    Strong customer focus
    Ability to work independently in a distributed organization and remain focused and committed
    Exposure to commercial and customer facing environment
    High accuracy level, attention to details
    Organizing, planning and control skills


    The EMEA Channel Data Management team is part of the Global Sales Support Operations organization and covers major processes as: Channel Data Management, Financial Claims, Partner Compensation and Market Development Funds.


    The Channel Data Management consist of developing, deploying, operating and maintaining operational channel data collection assets and processes as follows:

    First point for contact for HPE partners (wholesalers/resellers/retailers) and internal stakeholders on any data collection topic
    Ensures that partner data is accurately reported and available in the system as per the agreed frequency
    Provides, support, assistance and solutions on any issue generated by partner reporting involving as necessary any relevant HPE party
    Ensures stakeholder engagement: assess/gathers business needs from users centrally and locally, communicates results and agrees on action plan moving forward
    Identifies and actively manages any deviation in terms of data reporting from the standards required by HPE, in terms of layout, content and quality; provides solutions to the issue and coordinates resolution with all relevant internal and external parties; Follow up with partners not complying with reporting quality requirements
    Manages issue detection and resolution
    Escalates collection and/or quality issues to local management and European partner sales support team
    Monitors operational performance metrics of the process
    Ensures proactive communication to users (incident, maintenance, application evolution etc.).
    Ensures compliance of processes vs. compliance requirement (SOX, SOV, Internal audit, documentation, etc…). Manage interactions with audit teams as required.
    Ensures that information is handled according to HPE's Standard of Business Conduct's handling of sensitive information, and according to Compliance and Audit requirements.

    The Financial Claims process includes responsibilities as:

    Provide Partners with financial claims operational support on all related queries; claims consolidation in order to reduce partner workload and obtain faster claim validation
    Support partners and internal stakeholders on major system issues, updates, changes, IT implementations, evaluation of risks, process improvements
    Perform Vendor Debits investigations
    Metrics reviews and KPI achievement
    Back-end team support from the front-end team for FC: working together as 'one-team' on open cases, providing approvals, additional information, reinforce back-end communication to all relevant stakeholders

    The partner compensation process includes 4 main processes: Quota deployment, Partner compensation, Compensation payment process and Cash engine. The process starts with target setting, terms and conditions definition, bonus calculation, partner/ Business/ financial reporting up to partner payment. The core compensation process is essential for our performance within the Channel and it is connected with many departments: Partner enablement, Sales Compensation, Contract Management, Data Management, Sales & Marketing Department, Legal, Finance, Controllership and Audit.

    The responsibilities include:

    Offering assistance to partners and sales representatives on all the subjects related to the compensation programs (compensation for Distributors and Resellers, Quota Deployment, Cash Engine, Payments etc.) through emails, phone calls or other internal HPE instruments, in an appropriate and rapid manner
    Solving daily problems related to compensation programs cooperating with: Sales Operations, Sales Department, Channel Finance, Partners (resellers and distributors) and other parties involved
    Monitoring and fully executing the compensation processes for the Partner Portfolio in a proactive manner, in order to ensure target setting, bonus visibility, disputes solving, bonus calculation and payment in an appropriate and rapid manner
    Escalation management for Partners/Audit
    Executing certain processes that are specific to countries where they are legally imposed

    The Market Development Funds process includes a global process. The responsibilities include:

    Collaborating with the distributors’ AOM (Account Operations Manager) in analyzing the use of financial resources of the MDF (Market Development Funds) program, along with recommendations for investments
    Coordinating the planning and approvals for the Market Development Funds
    Monitoring claims and payments status and escalating to the partner/PSS (Partner Sales Support) (where local language support is necessary, additional to the generic support offered by the GBS MDF team), in case of existing claims or missing documents
    Assisting the partners/ the PSS in solving issues that arise in claims or payments
    Offering trainings for the interested parties/partners regarding the MDF process
    Offering internal support and reporting within the compensation program (reporting is the direct responsibility of the payments and validation teams)
    Monitoring the process and gaining expertise on the compensation program
    Well integrated in processes standardization and actively oriented towards continuous optimization

    Other info

    Only candidates who speak fluent German will be considered.