HPE Aruba Services Account Manager

HPE Aruba Services Account Manager

  

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

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 intermediate level of subject matter knowledge to solve a variety of common business issues. Works on problems of moderately complex scope. Acts as an informed team member providing analysis of information and limited project direction input. Exercises independent judgment within defined practices and procedures to determine appropriate action. Follows established guidelines and interprets policies. Evaluates unique circumstances and makes recommendations.

How you´ll make your mark:

• 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 standard installed base accounts, acting with accountability and readiness to meet assigned order targets.
• Uses standard account and renewal planning techniques together with good analysis of contractual support data to create renewal proposals and occasionally upsell.
• Owns standard end-to-end renewal cycles, from account planning and driving customer engagement (aligned with budgetary cycle) to negotiating prices and successfully closing deals. May seek support for more challenging situations.
• Qualifies and pursues standard services upsell to replace installed base sales erosion and grow renewals within their accounts.
• 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, occasional face-to-face visits, and business reviews as part of account management strategy.
• Collaborates with extended account sales team and services delivery.
• 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 a higher volume of smaller and/or increased-size accounts, which may be local or regional, with a lower to average quota.
• Primary focus is accounts with low-to-average levels of complexity.
• May require additional coaching/support.
• May interface with any level in customer organization, focused mainly on specialist buyers, e.g., IT.
• Typically includes sales conversations in the renewal cycle, often expanding the business.

About you:

• University or bachelor’s degree preferred, or equivalent experience. A master's degree is desired.
• 2-4 years of relevant work experience or equivalent.
• Good relationship management, customer understanding, and escalation management expertise.
• Good account and opportunity planning and development skills for standard accounts.
• Good 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.
• Good sales attitude and basic experience.
• Basic renewal proposal and presentation experience for standard renewals.
• Basic business and financial acumen.
• Very good written and verbal communication and presentation skills, including solid meeting preparation and leadership (both telephone and face-to-face).

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}

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.

#mexico#aruba, #sales

Job:

Sales

Job Level:

Intermediate

    

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.