Contracts Renewal Partner Specialist -German

Angajator: Hewlett Packard Enterprise
Domeniu:
  • Contabilitate Finante
  • Customer support - Client service
  • Juridic
  • Tip job: full-time
    Nivel job: 1 - 5 ani experienta
    Orase:
  • BUCURESTI
  • Actualizat la: 18.08.2017
    Scurta descriere a companiei

    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.

    Cerinte

    Knowledge and skills

    Excellent account management skill, communication (local language and English) & professionalism (face-to-face and remote)

    Fluency in English and German

    Proactive, demonstrates clear sense of ownership and initiative.
    Requires excellent organizational and time management skills and attention to detail.
    Strong understanding of HPEs portfolio and Configuration knowledge specifically for proactive services (Data Center Care, Proactive Select, Proactive Care..) and delivery capabilities including multi vendor support.

    Good business/commercial acumen with good understanding of partner and end customer role & dynamics as well as customer/partner experience.

    Knowledge of partner account specifics & business.
    Strong team player - locally across organizations & across geographies.
    Good negotiation, influencing and selling skills.

    Strong end-to-end understanding of complex order/revenue/approval/compliance process, programs and policies as well as key players and linkages.

    IB/GO systems and tools knowledge: SFDC, HARP, E-Tools, etc.... and Microsoft office knowledge (excel).

    Responsabilitati

    Key responsibilities:

    Holds weekly partner forecast calls to proactively drive end-to-end renewal management and order planning & execution (conversion, warranty, End of Support Life, Co-terming, basic up-/cross-selling) and ensures value brought in and to time.

    Reviews deal status and provides support for complex requests and deals.
    Ensures forecast accuracy for renewals and conversions through checking quality of opportunities load, educating partners to update forecast tools (S360 Pro) and updating forecast tool (SFDC) for partners not yet using tools directly.

    Analyses partner order performance, performance execution, behavior, tool/process adoption and installed base growth opportunities (renewal, conversion and upsell) and holds proactive performance reviews to drive improved outcomes.
    Contributes actively to the partner account team and partners with Sales/Business/Delivery account colleagues and management, bringing in support as needed or for solution selling opportunities.

    Drives tool adoption for assigned partners and utilization of end-to-end model (where implemented).
    Is the single point of contact for the partner for all contract enquiries, providing support for complex requests/deals but triggering Account Operations Lead (AOL) - Global Operations - for all operational work.
    Negotiates price & discount for simpler situations pulling in Sales as required. Requests Discounts when S360Pro functionality of requesting discount cannot be used by partner user.

    Partners with Global Operations (AOL and MCCO team) to help ensure they deliver strong/compliant service standards on all operational processes and to resolve issues and escalations. Agreeing and managing any customer specific requirements to be processed by GO.

    Alte informatii

    Expected outcomes:

    Delivers & looks to exceed assigned order target
    Improves key performance indicators (KPI) - renewal and conversion rate, backlog and cancellations
    Accurate forecast for renewals and conversions (via partner & tool management/education or direct)
    Proactive partner management and support to maximize renewals, conversions and upsell opportunities
    Increase tool adoption & usage