Renewal Sales Account Manager I

  

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week 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:

   

Job Family Definition:

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.

Management Level Definition:

Applies basic foundation of a function's principles, theories and concepts to assignments of limited scope. Uses professional concepts and theoretical knowledge acquired through specialized training, education or previous experience. Develops expertise and practical knowledge of applications within business environment. Acts as team member by providing information, analysis and recommendations in support of team efforts. Exercises independent judgment within defined parameters.

Responsibilities:

Develops customer/partner relationships; understands their needs, offers essential support services and advice, and monitors satisfaction.Manages support services renewals, conversions, and upsells for an assigned set of smaller, less complex installed base accounts, acting efficiently to meet the assigned order target.Uses basic account and renewal planning techniques and basic analysis of contractual support data to provide relevant renewal quotes to customers and channel partners.Owns simple end-to-end renewal cycles, from renewal planning and customer engagement to negotiating prices and successfully closing deals. May seek support for new selling situations.Contributes to services upsell by identifying opportunities within their accounts to replace installed base sales erosion.Reacts to competitive threats around their accounts.Accurately forecasts renewal orders and maintains pipeline and opportunities, following standard procedures and using tools/resources effectively.Engages with customers/partners through a planned series of telephone calls, possibly face-to-face visits, and business reviews as part of account management strategy.Consults with the extended account sales teams.Prioritizes and organizes effectively to handle competing priorities and volume.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. May look for support on more complex issues.Typically assigned smaller and less complex accounts, typically local or regional, with a lower-than-average quota.Likely requires additional coaching/support.Customer interface is often transactional; often supported by experienced salespersons on customer visits.Typically executes the renewal cycle with a transactional approach, occasionally expanding the business.

Education & Experience:

University or bachelor’s degree preferred, or equivalent experience. A master’s degree is desired.1-2 years of relevant work experience or equivalent.

Knowledge & Skills:

Basic relationship management, customer understanding, and escalation management expertise.Transactional approach to renewal planning.Basic support services and renewal management knowledge (portfolio, processes, data analysis, and tools).Basic knowledge of the company’s other offerings, strategic initiatives, partner and competitor products, and strategies within the assigned solution set.Shows sales potential.Basic level of experience presenting less complex renewals.Business and financial awareness.Analytical and detail-oriented.Good written and verbal communication and presentation skills.

#Unitedkingdom

#Aruba

#Sales

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.

#unitedkingdom#sales

Job:

Sales

Job Level:

Entry

    

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.