Installed Base Partner Associate

Job description

Job ID 1022475 Date posted 8/20/2018 Primary Location Auckland, Auckland, New Zealand Job Category Services Schedule Full time Shift No Shift premium (New Zealand)

Hewlett Packard Enterprise’s (HPE) innovative IT services organisation is Pointnext. Pointnext has the expertise to advise, integrate, & accelerate our customers’ outcomes from their digital transformation.

We are currently recruiting for a highly energetic Installed Base Partner Associate to be based in Auckland.   Reporting to the South Pacific Installed Base Manager, your focus willbe in the support of the HPE Channel, our partners & our direct customers.

The Installed Base PartnerAssociateprotects & grows the customer base within HPE Pointnext through contract renewal, conversion & upsell.  This role works proactively with Channel Partners & SMBs across New Zealand to drive opportunities from qualification through price negotiation to close, delivering order target, profitable business & expanded share of wallet.

Key responsibilities:

·  Provide single point of contact for end-to-end operations management.  This includes timely response to Partner requests, ensuring accuracy with quotes, invoicing, undertaking courtesy calls, setting clear expectations
·  Accountable for actively pursuing renewal/conversion opportunities within HPE channel partner accounts to deliver & exceed order target - with profitable business & high level of customer satisfaction
·  Establish a professional working relationship with Partners to understand business needs, seek out new opportunities to drive account growth
·  Daily management of forecasting & funnel management via agreed processes & tools (using HPE customer relationship management tool (e.g. SFDC pipeline report)
·  Actively pursuing renewal / conversion opportunities in assigned HPE direct accounts to deliver & exceed order target.  Will own the end-to-end process: proactively planning the renewal, contacting customers, negotiating price & closing the deal
·  Maintain up-to-date knowledge of the services portfolio to maximise sales potential & adherence to all policy & audit requirements
·  Work effectively as required with cross functional organisations across HPE to ensure sales objectives & goals are met

It is expected that you will possess the following:

·  Approximately 3 years’ experience in an IT Channel Sales, SMB Sales/Account Management, Sales Operations, Renewals or a similar Installed Base role
·  Able to listen & understand Partner/customer needs & tailor messages to Partner/customer based on their needs & tie-in additional up sell, upgrades, or extended services
·  Exhibit knowledge of IT services & infrastructure products, & capacity to learn & utilise product/ service resources to meet job requirements
·  Strong presentation, communication & influencing skills
·  Excellent organisational & time management skills, professionalism, negotiation, customer experience, team player, able to juggle multiple tasks, & attention to detail
·  Strong MS Office knowledge (Excel)
·  Must be New Zealand Citizen or Permanent Residents. We are unable to provide assistance with sponsorship or relocation.

You will also be part of a large global IT leader, offering great career progression opportunities, who is committed to the values of workforce diversity, career development, & workplace flexibility.

The PointNext Services portfolio includes Cloud, data centre transformation & infrastructure support, workplace productivity & hybrid infrastructure. For more information about the services this role champions, please browse the following:https://www.hpe.com/au/en/services.html