Renewals Account Manager - Premium Services

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:

• Uni