Customer Relationship Manager (HPEFS)

Customer Relationship Manager (HPEFS)

  

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 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 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:

   

We are seeking a Customer Relationship Manager for HPEFS who will manage global relationships externally and internally. This is a US, hybrid position, based in our Berkeley Heights, NJ office.

Depending on the size of the deal or account, the Customer Relationship Manager can play a variety of leadership roles in the Pursuit lifecycle. On smaller deals the Customer Relationship Manager can perform the role of Business Developer, lead the solution development effort, manage negotiations with the customer and the customer’s advisors, define contract terms and conditions and manage the internal HPE SOAR governance process to secure final approval for the deal. On larger deals the Customer Relationship Manager takes over from the Business Developer (or Client Manager in the case of new business from existing account) to lead a team of Pursuit experts who assess client needs, fashion a solution, price a contract, secure internal HPE approvals and finally client agreement. The role normally ends when the deal is won and can be seamlessly turned over to Delivery Transition and Client Management. The Customer Relationship Manager job family ranges from being accountable for specific components of the Pursuit lifecycle to full accountability for the complete Life cycle. Its scope ranges from small deals /contract re-negotiations in a single country with a local company to large, complex, global deals with Fortune 100 clients. The foundation competency is program/project management coupled with contract negotiation and client relationship skills. The role assists Business Development in the qualification, risk assessment of potential opportunities. The Customer Relationship Manager is accountable for assembling a team of expert resources to pursue the opportunity to successful win. The role conducts negotiations at high level of the customer organization, on such complex outsourcing issues like business case development, asset acquisition, human resource transfer and financial topics. It manages the engagement plan development and proposal-writing process and relationships with client 3rd party consultants who influence the industry and the client.

The Individual Contributor part of the Customer Relationship Family provides specialized support services to the overall engagement. Those services can impact one or several of the typical engagement lifecycle components such as proposal development/response, solution and pricing coordination, general project management of the various Deal Project Plan elements, bid assurance/risk assessment, contract statement of work, and Transition plan initiation.

Applies developed subject matter knowledge to solve common and complex business issues within established guidelines and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment within generally defined policies and practices to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

Responsibilities:

• Lead deal teams and represents the company to the customer for outsourcing deals up to $10m TCV.
• Responsible for assembling all required resources/skills to develop proposal, pursue and win large national outsourcing deals.(PDs more than ELs)
• Coordinates all deal team efforts with sponsorship of MS Engagement Director.
• Assists in opportunity qualification and risk assessment.
• Responsible for validating/endorsing the technical solution for the deal. Works with delivery to assure that solution design can be property delivered.
• Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.
• Leads pursuit team