Third Party Maintainer (TPM) Recovery Lead from Webhelp Enterprise Sales Solutions – Expats.cz

The Geo Third-Party Maintainer (TPM) Recovery Lead`s key role is to work directly with customers and take ownership of winning back lost Installed Base business greater than 180 days by evangelizing the HPE Value Message and through Solution Based Selling techniques.

These activities are supported by leveraging the TPM Program’s defined strategies, promotions, and collateral, as well as negotiation on price/discount. This role will collaborate with the WW TPM Geo Program Team in each Geo along with the local Geo TPM Focal, Pointnext Sellers and Installed Base Business Managers to develop a robust sales action plan.

The TPM Recovery Lead drives incremental growth by winning back business from unauthorized Third Party Maintainers or customers that are self-maintainers. The TPM Recovery Lead ensures execution of WW TPM Program strategic initiatives within their assigned Geos; leading and executing/mapping the entire WW TPM Program strategy to win back and defend to the needs and unique requirements of the Geos.

Key Responsibilities

  • Evangelize the HPE Value Message to drive comprehensive and value-based solutions vs price based discussions

  • Drives business opportunities and implements HPE Direct/Indirect activities and campaigns to drive business growth

  • Define and recommend approaches/ campaigns that would work best for the business challenges faced in the Geos using the HPE Direct model.

  • Support and reinforce WW TPM Program Promos & Incentives

  • Oversee incentive registration and approvals for HPE Direct

  • Use data analytics to drive campaigns to support growth Initiatives

  • Support Geo TPM Focals (EMEA, Americas, and Asia Pacific)

  • Drive actionable execution on contract cancellations, uncovered boxes. etc.

  • · Identifies strategic customers for targeted business pursuits

    Major Tasks

  • Identifies target customers and creates a plan based on global guidance + geo input

  • Actions to be considered for the GEO should include promotions, portfolio bundles, call out activities, and account identification focusing on HPE Direct/Indirect business

  • Utilize internal data analytics tools (Winback 4.1, Cancelation Data & Sales Lobby) / tools to help HPE Direct sales teams to identify win back pursuits

  • Generate Win Back Lead to be assigned to Sellers

  • Enforces SFDC hygiene, campaign coding, tracking & results reporting

  • Executes sales enablement plan, using the global sales enablement material and sales collateral for end-user sales

  • Win Back of service contracts for top opportunities, negotiating and closing for all assigned contracts

  • Build, maintain and forecast sales pipeline, creates, and develops account plans to effectively promote proactive Win Back planning, management, and execution

  • Work closely with WW TPM Program Team, Local TPM Geo Focal and Installed Base Managers to close Win Back opportunities

  • Engage regularly with account team members i.e., Sales/Business/Delivery contacts & Installed base Specialists to drive deal closure

  • May generate and qualify leads to create new sales opportunities

  • Set and execute sales strategy for assigned portion of account, territory, or industry vertical

  • Sell moderately complex solutions for a portion or set of assigned accounts based on defined account strategies and plans; may partner with field sales or sell independently

  • Create an account plan for a portion or a set of assigned accounts that are of medium to high complexity

  • Generate, qualify, and review new leads to drive sales opportunities to closure using relevant data sources (Win Back 4.1 Tool & SFDC Win Back Leads) to identify uncovered boxes and lost opportunities

Role requirements

HPE TPM Recovery Lead needs to have a clear understanding of the Pointnext Operational Services support business, Pointnext Services Portfolio, Installed Base renewal process and have a track record of either assisting with competitive positioning or prior sales experience. Understanding of the HPE Direct RTM is key for this role and having experience working with cross-functional teams is required.

Required Education and Experience

  • University / Bachelor’s degree – Advanced university degree preferred

  • Typically, 5+ years to establish a proven track record in Service Business Management. Basic experience in one of the related disciplines of sales, pursuit or other customer-facing roles.

  • Language skills: English required for AMS (Spanish nice to have), English required for EMEA (Local Language nice to have), ), English required for APJ (Local Language nice to have)

  • Prior customer-facing experience or sales role

  • Experience working with Indirect RTM/Partners

  • HPE Pointnext background preferred, with experience in competitive selling/positioning

  • Excellent business acumen

  • Influencing and negotiating skills; ability to ensure strategic alignment with multiple partners

  • Advanced communication skills to a wide variety of audiences including senior executives

  • Ability to research, analyze and make recommendations

  • Ability to express and present ideas effectively orally and in writing

  • Good knowledge of HPE sales, quoting, and financial tools and processes

  • Ability to work in virtual teams with members in different time zones and from different cultural backgrounds

  • Strong communication, presentation and time management skills

  • Excellent interpersonal, communication, and organizational skill

Job position benefits

Company events and teambuilding Bonuses

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