Partner Development Account Representative

Hewlett Packard Enterprise•All, NJ

11d•Remote

About The Position

Hewlett Packard Enterprise Financial Services is seeking a Partner Development Account Representative to support sales and partner development. The role serves as an expert resource for partners on product, service, and software transitions, promotions, and configurations. It analyzes sales opportunities, communicates relevant sales collateral, and may support partners in selling HPE offerings to end customers. The representative works with a team of sales professionals, visits partner customers at their offices, develops partner relationships and account plans, and helps grow HPE’s share of partner business. The role is designated Remote/Teleworker, meaning the employee will primarily work from home.

Requirements

Typically 3+ years of selling experience at an end-user account or partner level.
Experience developing positive relationships and solving customer problems.
Understanding of the IT industry, competing vendors, and the channel, including competitive positioning.
Understanding of the company’s organization and operations, including business rules, partner segmentation, programs, initiatives, and structure.
Understanding of a select set of the company’s products, software, and services.
Ability to communicate the strengths of the company’s offerings and overcome objections.
Understanding of pipeline management basics and ability to explain the benefits to partners.

Nice To Haves

University or bachelor’s degree preferred.

Responsibilities

Serve as the expert to partners on product, services, and software transitions, promotions, and configurations.
Support sales by analyzing opportunities and communicating sales collateral within the area of focus.
When brought in by a partner, sell the company’s brand to end customers.
Achieve the assigned quota for the company’s products, services, and software.
Conduct transactional selling as part of a team of sales professionals and physically visit partner customers at their offices.
Influence partners to create and maintain the company’s sales funnel.
Influence partner business managers and/or end-user sales teams regarding partners’ capabilities and merits.
Ensure partners comply with legal and SBC practices.
Build strategic relationships with partner contacts and promote the company’s programs and offerings.
Develop account plans with partners to grow the company’s share of their business.
Coordinate effectively with others to support efficient account management.