Renewal Sales Account Manager

Renewal Sales Account Manager

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

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 knowledge of the company’s other offerings, strategic initiatives, partner and competitor products, and strategies within the assigned solution set.
• Shows sales potential.
• Basic level of experience presenting less complex renewals.
• Business and financial awareness.
• Analytical and detail-oriented.
• Good written and verbal communication and presentation 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}

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.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

#unitedstates#sales

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

Hewlett Packard Enterprise is EEO F/M/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. .