Renewal Sales Account Manager

Renewal Sales Account Manager

  

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 diverse 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 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.
• 3-5 years of relevant work experience in subscription-based renewals.

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 knowledg