Contracts Renewal Partner Specialist - German Speaker

Contracts Renewal Partner Specialist - German Speaker

Job Description:

Hewlett Packard Enterprise is an industry leading technology company that enables customers to go further, faster. With the industry's most comprehensive portfolio, spanning the cloud to the data center to workplace applications, our technology and services help customers around the world make IT more efficient, more productive and more secure.

Enterprise Group works to streamline innovation and simplify IT with superior solutions. By combining ESSN (Enterprise Server, Storage and Networking) and Technology Services into one division, we gain a strategic advantage in our focus on "Converged Infrastructure". The HPE Enterprise Group supports our customers with the transformation and integration of their technology. We are there for our customers – come join us!

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

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.

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 HPE's portfolio and Configuration knowledge specifically for proactive services (DataCenter Care, Proactive Select, Proactive Care..) and delivery capabilities including multivendor 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).

Job:

Sales Operations

Job Level:

Intermediate

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.


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