Partner Development Specialist – HP Peripherals

Get a front-row seat to the newest products and latest innovations in the tech industry. You’ll be responsible for bringing cutting-edge technologies to a nationwide audience.

Merrimack, NH


<p><strong>At Connection, our purpose is simple: we connect people with technology. From hardware&mdash;PCs, printers, servers, and more&mdash;to cutting-edge cloud, cybersecurity, and professional IT services, we design, build, and support the IT solutions that thousands of companies, schools, and government agencies rely on every day. We like to think of ourselves as the IT Department for our customers&rsquo; IT Department. Our company started out almost 40 years ago with two employees and a phone line. Today we&rsquo;re a Fortune 1000 IT solutions partner operating in 174 countries around the world&mdash;still driven by that startup mentality and guided by our original purpose.</strong></p>

keywords: position summary,position details,sales,technical,solutions,management,organize,other duties,qualifications,communication,initiative,skills,work environment,physical requirements

Full Time

Overview: <br /> <p>Working under direct supervision of the Product Line Manager with a dotted line to the Program Manager, selecting from a variety of established procedures to accomplish assigned duties and responsibilities, the Partner Development Specialist acts as the subject matter expert for Account Managers on pre-sales questions related to the vendor and/or product line and provides guidance and/or suggestions to the Account Managers on vendor resources, including opportunities for upselling or add-ons. The Partner Development Specialist drives program initiatives for the vendor as determined by the Program Manager and balances this by taking into consideration the needs of the vendor. As the subject matter expert, the Partner Development Specialist provides feedback to the vendor on their programs and resources and the SME may at times partake in conference calls with external customers and their assigned AMs to provide basic information on their product line.</p> <p>&nbsp;</p> <p>Where applicable, this position assures departmental processes are performed in compliance with applicable Sarbanes-Oxley controls.</p>
Responsibilities: <br /> <ul> <li>Acts as the subject matter expert for pre-sales questions relating to product knowledge being asked by Account Managers.</li> <li>Utilizes vendor tools and teaches Account Managers how to use said tools; includes things such as service plan lookups, companion parts, and technical spec lookups</li> <li>Explains technical specifications in laymen&rsquo;s terms to internal and external customers</li> <li>Reviews quotes to identify potentially better options, such as different, more impactful solutions through assessment of other SKU availability that may better meet the needs of the customer</li> <li>Identifies upsell/cross-sell opportunities when working with Account Managers&rsquo; customer quotes</li> <li>Assists in the development of sales tools as well as to identify gaps in existing tools and resources, in an effort to make it easier for sales to quote solutions to their customers</li> <li>Stays up to date on programs, technical knowledge, market trends and operational models.</li> <li>Utilizes vendor tools/portals</li> <li>Takes training available through Connection University</li> <li>Leverages self-paced and instructor-led content of the vendor</li> <li>Drives program initiatives for a particular vendor including campaigns, incentives, pricing programs, and sales enablement. Executes strategy that is created by the Product Manager through communication to sales.</li> <li>Organizes and partakes in training and row meetings for Account Managers including lunch and learns</li> <li>Reports on and tracks incentives, pricing programs, etc.</li> <li>Utilizes Workfront to create marketing materials including flyers and updates to company intranet.</li> <li>Enters SPIFS into Optymyze</li> <li>Manages pricing programs working with the vendor to obtain information including vendor rebates and ensures the program loaded into JDE and Callback</li> <li>Assists Product Manager with portal and claim management systems including submission of claim to vendor for payment on incentive programs</li> <li>Reacts to vendor needs and balances the needs of Connection and the vendor.</li> <li>Knowledge of vendor contacts based on area of responsibility</li> <li>Assists and fosters relationships between sales and vendor contacts</li> <li>Identifies gaps in partner&rsquo;s toolkit and works with partner to create additional/improved resources</li> <li>Provides consistent feedback to vendor on programs</li> <li>Interacts with the Account Manager and the external customer explaining in basic, non-technical terms, the general overview of the solution that the Account Manager is presenting to the customer.</li> <li>Utilizes knowledge of vendor product to answer basic questions for internal and external customers via phone or WebEx type solution</li> <li>Proactively reaches out to departments inside and outside of Product Management that have some tie into the programs the vendor is running and furthers those vendor relationships</li> <li>Performs all other duties or special projects as assigned.</li> </ul>
Requirements: <br /><strong>Attendance:<br /></strong><br /> <ul> <li>Employees are required to be present at the approved work location in order to perform the functions of this position.</li> </ul> <p>&nbsp;</p> <p><strong>Travel Requirements:</strong></p> <ul> <li>Regular travel is required, with a routine frequency of up to 50%.</li> </ul> <p>&nbsp;</p> <strong>Degree Requirements:</strong>&nbsp;<br /><br /> <ul> <li>Bachelor's Degree or the equivalent combination of education and work experience</li> </ul> <br /> <p>&nbsp;</p> <p><strong>Minimum years of work experience to qualify for role:</strong>&nbsp;1</p> <p><strong>Total years of work experience to be fully proficient:</strong> 3</p> <p>&nbsp;</p> <strong>Required competencies:<br /><br /></strong> <ul> <li>Intermediate Microsoft Excel skills with ability to create complex spreadsheets using formulas, including v-lookup, and pivot tables.</li> <li>Ability to learn and use Connection programs including JDE, Business Objects, Callback, etc.</li> <li>Aptitude for technology</li> <li>Attention to detail in composing, keying, and proofing professional business materials</li> <li>Negotiation skills with ability to secure best purchasing agreement for customers and company</li> <li>Adept at proactively finding business opportunities within existing customer base</li> <li>Understanding inside sales strategies and upselling for upgrades and other add on products</li> <li>Adaptable with ability to switch tasks based on shifting priorities</li> <li>Interpersonal skills with ability to work well with all levels of the organization</li> <li>Excellent verbal communication skills with ability to present professional demonstrations</li> <li>Intuitive with ability to perceive others' feelings and motives quickly from subtle signals</li> <li>Articulate with ability to express oneself clearly and professionally in written and oral communication</li> <li>Organized with ability to document activities, anticipate problems, plan schedules and monitor performance according to priorities and deadlines</li> <li>Quick study with ability to master a situation or learn new things with minimum direction or training</li> </ul> <br /> <p>&nbsp;</p> <p><strong>Work Environment and Physical Requirements:</strong></p> <ul> <li>This role is in a standard indoor office or similar workspace which meets general office safety and ergonomic requirements.</li> <li>A standard indoor office has moderate noise levels with exposure to fluorescent or other lighting, computer monitors, forced air and occasional odors.&nbsp;</li> <li>Individuals require the ability to sit most of the day with some standing, bending, lifting, or reaching on occasion.</li> <li>Lifting only up to five pounds. The employee may be required to walk, primarily on a level surface, for short periods throughout the day.</li> <li>Fine motor skills are used to operate a computer keyboard, mobile phone and/or other such device.</li> <li>Computer keyboard usage may be heavy during the workday.</li> <li>Near visual acuity and mental focus needed for working potentially long hours looking at a computer screen or monitor(s).</li> </ul>