Offers “Hp”

Expires soon Hp

OEM Sales

  • Internship
  • Kuala Lumpur, MALAYSIA

Job description

OEM Sales

  

Job Description:

   

Hewlett Packard Enterprise advances the way people live and work. We bring together the brightest minds to create breakthrough technology solutions, helping our customers make their mark on the world.

We’re solving the world’s most complex challenges, and our people are at the forefront of progress. In a Sales role at HPE, you’ll play a part in building the future – one big idea at a time.  You’ll be selling HPE products, services, software, or solutions to customers, both directly and indirectly. Working at HPE, you’ll have the resources to develop your talent and creativity. Are you ready to unleash your potential?

In a typical day as a OEM Sales, you would applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the OEM organization to external customers/OEMs. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives.

Responsibilities

OEM Account Relationship

·  Builds strong professional working C-level relationships with the OEM.
·  Establishes a high level of personal credibility with key OEM executives.
·  Leverages executive sponsors and other HPE resources to strengthen HPEs relationship and credibility with OEM influencers and decision makers.
·  Researches and understands the OEM’s industry to understand OEM business strategies and challenges.
·  Acts as a trusted advisor, with his manager, to OEM leaders, aggressively shapes deals early in the sales cycle. Advances opportunities that result in profitable revenue growth for HPE.
·  Demonstrates breadth and depth of knowledge in aligning HPE capabilities to OEM business and development priorities, and positioning relative to competitors.
·  Leverages existing engagements and run-rate business to seed and grow new opportunities.
·  Advocates for OEM needs during sales cycle and in addressing any delivery issues.
·  Maintains high-level of customer loyalty and builds trust and integrity, as indicated in HPE- conducted surveys and reports.

Business Management

·  Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow HPEs presence and share in the account over a 1-3 year time horizon.
·  Actively drives ABP results through effective account management and reviews.
·  Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close.
·  Manages a balanced pipeline representing all of the businesses being pursued.
·  Implements TCE initiatives that improve the customer loyalty index.
·  Identifies, nurtures, and closes new solution opportunities that result in substantial growth in HPE share, revenues, and margin.
·  Represents the entire HPE portfolio of products and services. Develops and updates knowledge of information technology and HPE's portfolio, specifically HPE’s priorities for value solutions ie AI & Big Data, Storage, Composable, HyperConverged Infrastructure, Intelligent Edge and Greenlake, HPE’s Consumption Offerings. Articulates relevant modern trends in IT.
·  Proactively protects HPE’s position and claims HPE leadership positions in strategic and emerging solution areas.
·  Engages partners effectively to improve win rates and delivery of selected deals.
·  Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniques.
·  Participates in/drives account Team Management.
·  Orchestrates all HPE resources and sponsorship essential for executing the OEM account business plan.
·  Engages and manages team members in presales, sales specialists and inside sales to support complex deals.
·  Drives integrated planning and execution; coordinates both sales and BU delivery organizations to ensure aligned OEM engagement and service.
·  Proactively engages executive sponsors to build a strategic relationship and favorably positions long-term business opportunities for HPE.
·  Engages HPE sales specialists, channel and alliance partners to fully leverage HPEs portfolio.
·  Proactively engages partners to define and pursue joint growth opportunities with the account.
·  Interfaces with both internal and external industry experts to anticipate OEM needs, drive industry mindshare, and facilitate solution development.
·  Drives the account internationally/Globally.

Education and Experience Required

·  University or Bachelor’s Degree preferred, or equivalent experience. Engineering or technology education is a plus.
·  Typically 7+ years account management experience.
·  Experience in IT industry preferred. Experience working within IT department and/or within customers eg. Operational Technologies solutions within customers and partners organization is a plus.
·  Ability to appreciate, comprehend and translate engineering and operational systems requirement into HPE’s solution offerings
·  Experience in vertical industry preferred.

Knowledge and Skills

Account/Business Development

·  Uses consultative, solution selling and business development skills at the CXO, design and engineering level to align the OEM’s business needs with HPE’s solutions.
·  Builds strong CXO, development and engineering level relationships, especially working with executives in lines of business.
·  Negotiates at the CXO level.
·  Adept at advanced sales negotiations and positioning.
·  Focuses on key business challenges and drives to position himself/herself as a trusted advisor at the OEM executive, development and business manager level.
·  Submits timely and accurate forecasts.
·  Identifies and effectively leads the account team to ensure coordinated, efficient, account management, and accountability for achieving business results.
·  Uses financial-selling techniques with the OEM and HPE internal to position value and advance sales motions.
·  Demonstrates strong presentation and communication skills at the executive level.
·  Manages end-to-end sales processes in large deals.
·  Adheres to SBC and HPE’s code of ethics.

Industry Acumen

·  Deep knowledge of the vertical industry and the OEM’s position, challenges and strategy within the industry including security, risk and compliance issues.
·  Must understand and appreciate engineering and operational systems
·  Keeps abreast of trends and lead discussions with OEM on strategic directions and linking discussions.

Portfolio Knowledge

·  Strong knowledge of HPE’s breadth of solutions and engages specialist resources as needed.
·  Easily applies OEM and/or industry solution, product, service knowledge to solving business challenges.

Specialty Knowledge

·  Is considered an expert in knowledge of OEM enhanced products, solution or service offerings as well as competitor’s offerings to be able to sell solutions.
·  Uses expertise in specialty, consultative, solution selling and business development skills to align the OEM’s business needs with solution.
·  Demonstrates leadership and initiative in successfully driving OEM sales in accounts – prospecting, negotiating and closing deals.
·  Demonstrates a successful ability to leverage HPE’s portfolio of products and services to change the playing field against our competition.

Impact/Scope

·  Typically manages 1 to many OEM accounts. Will directly manage few key accounts as part of territory
·  Typically qualifies and closes large deals of moderate to high complexity and cross-GBU scope.
·  Works with all levels of decision- makers in the OEM organization.
·  Participates in account investment decisions in pricing and resources.

Complexity

·  Leads sales engagements requiring high complexity, scheduling and coordination to meet OEM deadlines.
·  Typically, oversees engagements with multiple GBU portfolio solutions.
·  Orchestrates regional pursuit resources for the account.
·  Acts as an advisor to OEM executives on development and product strategies.

If you are…

• Good at partnering, innovating, and making things happen. You are aligned to our core values.

• Holding an advanced university degree

• Able to develop short-term strategies and partnerships by using market research and analysis

• Experienced in selling, negotiation, proposal development and account planning

• An exceptional communicator and presenter to reach awareness of the total HPE portfolio

Join us and make your mark!

We offer:

• A competitive salary and extensive social benefits

• Diverse and dynamic work environment

• Work-life balance and support for career development

• An amazing life inside the element! Want to know more about it?

Then let’s stay connected!

https://www.facebook.com/HPECareers

https://twitter.com/HPE_Careers

                                                             

Job:
Sales

Job Level:
Expert

    

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.

Make every future a success.
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