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HPE Aruba Services Account Manager

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Hewlett Packard Enterprise

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Location:
Mexico , Guadalajara

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Category:
Sales

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Contract Type:
Not provided

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Salary:

Not provided
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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.

Job Responsibility:

  • Develops close customer/partner relationships
  • Manages support services, renewals, conversions, and upsells for an assigned set of varied installed base accounts
  • Focus on growing contractual renewals, attach, and new businesses for small-to-mid accounts
  • Uses solid account and renewal planning techniques, analytics, and a lifecycle approach to create proposals that meet customer/channel partner needs and grow HPE’s annuity business
  • Owns varied end-to-end renewal cycles aligned with the budgetary cycle, from account planning to driving customer engagement
  • Negotiates price and drives successful deal closure
  • Qualifies and pursues various services upsell and identifies new opportunity leads within their accounts to replace installed base sales erosion and grow accounts
  • Passes sales leads to the extended team for developing and presenting more complex support and product offerings
  • Maintains knowledge of competitors to strategically position the company's products and services
  • 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, face-to-face visits, and business reviews as part of account management strategy
  • Proactively collaborates with extended account sales team, services delivery, and external partners
  • 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
  • Works on a variety of account sizes/volumes, including larger accounts, which may be local, regional, or global, with average levels of complexity and quota
  • Establishes relationships with customers/partners at all organizational levels
  • able to interface with senior levels in internal and external groups supported by account sales team/ manager
  • Drives the sales cycle, frequently growing the account and advising the customer on their contractual support environment
  • Support campaigns with Territory Managers to build the pipeline, using specialized technical knowledge and skills to prospect, qualify, negotiate, and close opportunities
  • Prioritizes and organizes effectively to handle competing priorities and volume
  • Works mostly independently, requiring minimal coaching/support

Requirements:

  • University or bachelor’s degree preferred, or equivalent experience
  • 4-7 years of relevant work experience or equivalent
  • Demonstrated success in achieving progressively higher quota is desired
  • Excellent relationship management and customer understanding expertise
  • Proactive escalation management
  • Strong account and opportunity planning and development skills for a variety of accounts
  • Demonstrates deep support services and renewal management expertise (portfolio, processes, data analysis, and tools)
  • Good knowledge of the company’s other offerings, strategic initiatives, technical trends, partner and competitor products, and strategies within the assigned solution set
  • Solid presentation and proposal expertise for a variety of renewals and contributions to new business development
  • Good business, sales, and financial acumen
  • Analytical and detail-oriented
  • Excellent written and verbal communication and presentation skills, including good meeting preparation and leadership (both virtually and face-to-face)

Nice to have:

  • 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
What we offer:
  • Health & Wellbeing
  • Personal & Professional Development
  • Unconditional Inclusion

Additional Information:

Job Posted:
June 07, 2025

Employment Type:
Fulltime
Work Type:
On-site work
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