Hybrid Deal Advisor, Framecontract Manager – Enterprise/Public & Commercial

at Hewlett Packard Enterprise

• Job title: Deal Advisor, Framecontract Manager – Enterprise/Public & Commercial
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Boeblingen, Germany

About the role

• German Deal Advisor and Frame Contract Manager at Hewlett Packard Enterprise. Focused on sales engagement, pricing strategy, and gross margin improvement in public and commercial sectors.

Responsibilities

• As the German Deal Advisor and Frame Contract Manager, you act as the key interface between Sales GTMs and the Country BU Manager.
• Your primary responsibilities include preparing deal engagements and RfPs with the appropriate pricing strategy, securing GEO and WW approvals aligned with business goals, and driving initiatives to improve gross margin (GM) across existing frame contracts.
• Seek out new RfPs opportunities and enhance existing ones.
• Develop pursuit plans and manage opportunities or frame contracts to ensure profitable business in alignment with account managers.
• Contribute to proposal development, negotiations, and deal closings.
• Advise and support the Country BU Manager (Compute & Storage) on pricing strategies.
• Lead pricing strategy for Compute and/or Storage to secure GEO and WW approvals.
• Provide pricing guidance by interfacing with internal and external experts.
• Continuously monitor GM for existing frame contracts and drive improvement initiatives with Deal Desk and Sales.
• Report GM performance per BU and customer, and recommend corrective actions.
• Collaborate with Account Managers and Sales GTM teams, providing specialist expertise.

Requirements

• University or Bachelor's degree preferred.
• Directly related previous work experience.
• Demonstrated success in achieving progressively higher quota, with right pricing.
• Extensive vertical industry knowledge will helpful ( Public Frame contracts).
• Typically 5-8 years advanced sales experience required.
• Deep knowledge of products, solution or service offerings as well as competitor's offerings.
• Very solid skill with HPE Operations tools in regards to quoting, pricing, reports.
• Understands the industry and market segment in which key accounts of assigned GTMs are situated, and integrates this knowledge into consultative selling.
• Understands how the company's projects differentially address specific vertical industry challenges as well as their cross-segment capabilities.
• Help and advise sales to negotiates and drives deals to ensure successful closes and high win rate.
• Broad understanding of market development.
• Able to apply standard as well as creative solutions to meet those needs.
• Uses specialty knowledge to actively prospects within accounts to discover or cultivate sales opportunities.
• Ability to take a deal through the sales cycle including closing or supporting the close of a deal.
• Demonstrate high knowledge and professionalism in researching and sharing - related information with account teams and GTMs leaders.
• Understand the channel and work an effective plan to increase sales with our partners.
• Understands services as part of strategic product sales.
• Good prioritization and time management skills in order to focus on the key client opportunities.
• Knowledge of industry trends, associated solutions, and key partner/ISV solutions.
• Business fluency (written and oral) in German and English language.

Benefits

• Competitive salary and extensive benefits package (pension scheme, insurances, company car, bike and car leasing, and other fringe benefits)
• Work-life balance (flexible working time and hybrid workplace model, 30 vacation days, four HPE Wellness-Fridays, up to six months paid parental leave)
• Support for education, training, and career development
• Diverse and dynamic work environment
• Part-time work or job-sharing is also applicable to this position.