**_ Responsibilities: _**
Opportunity analysis.
- Work with Global OEM partners.
- Gathers and assesses customer technical needs.
- Identifies related needs (lead generation, opportunity expansion).
- Identifies site-specific parameters and constraints that impact the solution.
- Identifies probable competition.
- Solution Planning and Design.
- Solicits inputs from other experts as required.
- Investigates and optimizes a solution's fit to the requirements of an opportunity.
- Adapts solution design to new requirements.
- Establishes the validity of a solution and its components.
- Generates an implementation plan with timelines for the solution.
- Creates the appropriate test plan as required.
- Anticipates some of the potential challenges for the proposed project plan.
- Assists peers in area of expertise as needed.
OEM partner relationship.
- Maintains excellent communications with customers.
- Advances opportunities through the use of effective consultative selling techniques.
- Builds customer loyalty through being a trusted advisor.
- Partners effectively with others in the account to ensure problem resolution and customer satisfaction.
- Responsible for product knowledge to answer partner questions.
- Capable of managing multiple partners daily in different time zones
- Determine who are the key decision-makers and stakeholders, understand their organizational structure, buying patterns and timelines.
- Work ongoing day-to-day activities with the partner to both company and partner satisfaction.
- Able to manage complaints and inquiries quickly, efficiently and not take them personally.
- Maintain accurate records of partner interactions, contact details, and all activities in the CRM system.
- Responsible for identifying, negotiating and closing on opportunities.
- Able to meet or exceed quarterly quotas.
- Engage/consult internal company resources to address partner inquiries.
- Lead the internal operational activities associated to existing and new OEM partners.
Team collaboration.
- Actively supports the OEM account team with solution advice, proposals, presentations, and other customer communications.
- Engages appropriate additional technical resources as needed.
- Provides support to deals in the pipeline where needed.
**_ Education and Experience Required: _**
- Technical University or bachelor's degree preferred.
- Typically, 3-5 years' experience in technical selling.
- Technical and/or solution experience in industry.
**_ Knowledge and Skills: _**
Technical/Solution acumen.
- HP Portfolio knowledge (PCoIP & Professional services solutions).
- Demonstrates strong technical capabilities in assigned area of specialization.
- Understands data business center components, VDI, and how IT is used to address business needs.
- Experience with OEM software, cloud, or virtualization companies across a range of verticals (preferred)
- Demonstrated ability to work as a contributing team member for large complex projects.
- Has demonstrated hands-on level skills with some of the technology.
- Experience in Inside Sales, customer service and /or Account manager roles
- Knowledge, experience, and the management of OEM partners (preferred)
- Willingness to work varied shifts that change weekly.
- Excellent interpersonal, communication and presentation skills
- Proficiency with Microsoft Office Suite Products and CRM tools.
- Demonstrate negotiation skills to close sales.
- Demonstrated ability to balance multiple priorities, adapt to changes, and meet due dates.
- Self-motivated, able to work independently, strong time management, organizational skills.
- Ability to build & manage customer relationships at the executive level.
- Ability to guide, build & manage a cross-cultural, cross-tower, cross-business team for effective & efficient partner support.
- Fluent (verbal/written) in English required, with other fluent language is a benefit.
- Able to deal with ambiguity.
- Effectively communicate verbally and written communication to partner.
- Works well with others
Business acumen.
- Understands basic financial and accounting concepts.
- Understands customer value chain concepts.
Industry acumen.
- Understands basic business structures and processes in assigned area of responsibility.
Solution selling.
- Demonstrates good questioning techniques and related communications skills.
- Strong technical selling skills.
