Renewals Account Manager - Premium Services (Finance)

Renewals Account Manager - Premium Services

This role has been designated as 'Remote/Teleworker', which means you will primarily work from home.

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:

Premium service sales representatives typically focus on selling higher-end or specialized services, often involving building strong customer relationships, understanding their needs, and providing tailored solutions. They may also manage existing accounts, generate leads, and participate in sales campaigns to meet or exceed sales goals. 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 premium service contracts, typically through a mixture of work occurring outside HPE offices and inside.

Management Level Definition:

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.

Core Responsibilities:

• Customer Relationship Management: Building and maintaining strong relationships with clients, understanding their needs, and anticipating future needs.
• Sales: Selling premium services, often involving presenting, promoting, and justifying the value of the services.
• Account Management: Managing existing accounts, ensuring client satisfaction, and retaining business.
• Sales Targets: Meeting or exceeding individual and team sales goals and targets.
• Communication: Effectively communicating with customers, providing solutions, and addressing concerns.
• Problem Solving: Identifying and resolving customer issues, ensuring a positive experience.
• Sales Strategy: Participating in the development and implementation of sales strategies.
• Uses standard account and renewal planning techniques together with good analysis of contractual support data to create renewal proposals and occasionally upsell.

Additional Responsibilities (depending on the role):

• Training: Training and mentoring sales team members on premium services.
• Reporting: Preparing and submitting sales reports and forecasts.
• Collaboration: Coordinating sales efforts with other departments.
• 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.

Key Skills:

• University or bachelor's degree preferred, or equivalent experience. A master's degree is desired.
• 2-4 years of relevant work experience or equivalent.
• Sales Proficiency: Strong sales skills, including presentation, negotiation, and closing.
• Communication Skills: Excellent written and verbal communication skills.
• Customer Service Skills: Ability to build rapport and provide excellent customer service.
• Analytical Skills: Ability to analyze data and identify trends using Excel pivot tables.
• Problem-Solving Skills: Ability to identify and resolve customer issue

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.

Job:
Sales
Job Level:
Intermediate

States with Pay Range Requirement

The expected salary/wage range for a U.S. -based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html .

USD Annual Salary: $72,300.00 - $169,900.00

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.