HPE Aruba Services Account Manager

  

This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE office.

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

   

Renewal Sales Account Manager works within assigned customer accounts (direct and indirect through channel partners) or assigned partner accounts to manage, renew, and convert IT support services contracts to tailor expanded and new services to support customer and HPE business objectives. Uses a proactive account approach to provide expertise, promote confidence in HPE’s value, defend HPE’s installed base business against competition, and generate new sales opportunities. Builds pipeline and drives renewal opportunities within existing accounts to close to deliver targets and increase HPE’s share of wallet. Collaborates actively with other specialists, account managers, services delivery, and channel partners. These jobs focus on renewing customer service contracts, typically through a mixture of work occurring outside HPE offices and inside.

Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

How you´ll make your mark:

Develops close customer/partner relationships; understands their needs, offers support services and advice, monitors satisfaction, demonstrates HPE’s value, and influences interest in other offerings.Manages support services, renewals, conversions, and upsells for an assigned set of varied installed base accounts, acting with accountability and readiness to meet assigned order targets.Focus on growing contractual renewals, attach, and new businesses for small-to-mid accounts.Uses solid account and renewal planning techniques, analytics, and a lifecycle approach to create proposals that meet customer/channel partner needs and grow HPE’s annuity business.Owns varied end-to-end renewal cycles aligned with the budgetary cycle, from account planning to driving customer engagement.Negotiates price and drives successful deal closure.Qualifies and pursues various services upsell and identifies new opportunity leads within their accounts to replace installed base sales erosion and grow accounts.Passes sales leads to the extended team for developing and presenting more complex support and product offerings.Maintains knowledge of competitors to strategically position the company's products and services.Accurately forecasts renewal orders and maintains pipeline and opportunities, following standard procedures and using tools/resources effectively.Engages with customers/partners through planned telephone calls, face-to-face visits, and business reviews as part of account management strategy.Proactively collaborates with extended account sales team, services delivery, and external partners.Owns the support services contractual relationship for their assigned accounts - exercising independent judgment to develop customer relationships, manage account changes, and determine renewal proposals/negotiations.Works on a variety of account sizes/volumes, including larger accounts, which may be local, regional, or global, with average levels of complexity and quota.Establishes relationships with customers/partners at all organizational levels; able to interface with senior levels in internal and external groups supported by account sales team/ manager.Drives the sales cycle, frequently growing the account and advising the customer on their contractual support environment.Support campaigns with Territory Managers to build the pipeline, using specialized technical knowledge and skills to prospect, qualify, negotiate, and close opportunities.Prioritizes and organizes effectively to handle competing priorities and volume.Works mostly independently, requiring minimal coaching/support.

About you:

University or bachelor’s degree preferred, or equivalent experience. A master's degree is desired.4-7 years of relevant work experience or equivalent.Demonstrated success in achieving progressively higher quota is desired.Excellent relationship management and customer understanding expertise.Proactive escalation management.Strong account and opportunity planning and development skills for a variety of accounts.Demonstrates deep support services and renewal management expertise (portfolio, processes, data analysis, and tools).Good knowledge of the company’s other offerings, strategic initiatives, technical trends, partner and competitor products, and strategies within the assigned solution set.Solid presentation and proposal expertise for a variety of renewals and contributions to new business development.Good business, sales, and financial acumen.Analytical and detail-oriented.Excellent written and verbal communication and presentation skills, including good meeting preparation and leadership (both virtually and face-to-face).

Additional Skills:

Accountability, Accountability, Active Listening, Assertiveness, Bias, Building Rapport, Business, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Customer Relationship Management (CRM), Data Analysis, Design Thinking, Detail-Oriented, Drive Renewal Opportunities, Empathy, Escalation Management, Financial Acumen, Follow-Through, Forecasting {+ 22 more}

What We Can Offer You:

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

Let's Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

#mexico#aruba, #sales

Job:

Sales

Job Level:

Specialist

    

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

   

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.