HPE Aruba Services Account Manager, Hewlett Packard Enterprise

Hewlett Packard Enterprise

Location:
Mexico, Guadalajara

Category:
Sales

Contract Type:
Not provided

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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HPE Aruba Services Account Manager