Renewals Sales Specialist:

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

The Installed Base Sales Specialist is dedicated to expanding service wallet share and delivering against primary quota targets for assigned HPE Services Installed Base (IB) accounts. The IBS protects and grows the valuable annuity customer base through contract renewal, conversion, and upsell. The IBS has full ownership and accountability for their assigned accounts (which are likely to fall across a myriad of industries), and is the main HPE Services account contact for the customer on IB matters. This responsibility requires the management of Global Operations resources throughout sales campaigns. The IBS works proactively with the customer to build confidence in HPE and promotes HPE key differentiators and value proposition to prospective customers. They drive opportunities from qualification through price negotiation to close, delivering order target, profitable business and expanded share of wallet. The IBS may specialize in efficient telesales renewal execution using e Tools (as appropriate) in the small/medium business segment, or specialize in ‘retain and develop’ major corporate accounts (global accounts/ commercial and public) working on site with customers and with TS Sales as needed for major changes or new solutions. The primary focus is to maintain the existing installed base, upsell and cross-sell on all eligible opportunities, and drive incremental business through region/country business/sales programs, working closely with the extended sales teams like the Account Managers and country Services Sales Managers.

Responsibilities:

• Be a focal customer contact for assigned accounts for Singapore
• Engage customers for upsell and cross-sell of HPE portfolio of services
• Conducts proactive account planning to maximize account farming – upsell and conversions opportunities.
• Manages the entire IB renewal cycle from quote to closure
• Actively maintains a strong funnel, with an accurate forecast

Education and Experience Required:

• Typically 5 to 8 years to establish proven track record in telesales, services sales.

Knowledge and Skills:

• Medium to high knowledge of IT and services industry.
• In-depth knowledge of the company's organization and policies, services offerings, end to end processes, tools, and routes to market.
• Customer focused: approaching all opportunities from the perspective of the prospect or customer`s needs
• Negotiation skills: develops innovative win-win solutions by demonstrating best practices to uncover company-viable solution options from the client's view
• Relationship building : actively builds strong customer relationships and takes a long term view of customer`s business partnership with HPE
• Priority management and organization: ability to manage competing priorities of a small volume of large opportunities and a large volume of smaller opportunities and deal efficiently with that volume
• Tenacity: to fight through to the end for each customer win, and to successfully close off each and every renewal and opportunity
• Rigor and discipline: follows sales process guidance and tool usage, adopts best practices throughout sales campaigns
• Right understanding of technology: understands what customer is doing with their equipment, and the different technologies involved in order to discuss services competently
• Enjoys creating upsell opportunities: has the drive, tactics and boldness to question the account and steer the customer to something they didn`t know they needed

Additional Skills:

Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

What We Can Offer You:

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.

Unconditional Inclusion

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

Let's Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

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Job:

Sales

Job Level:

Specialist

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.

Hewlett Packard Enterprise is EEO 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.

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