HPE Networking Services Account Manager

HPE Networking Services Account Manager This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE partner/customer office.

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 Family Definition: Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.  HPE Networking Services Account Manager is responsible for driving growth of HPE Networking services within assigned accounts or territory, with a focus on new business, renewals, attach, upsell, and expansion of service contract value. The role works with end-user customers, partners, account teams, and internal stakeholders to position services as an integral part of the customer’s networking strategy. The position requires a solid understanding of the services value proposition and how customers assign services contracts. Knowledge of marketing campaigns to align initiatives with account planning activities is also required. The Services Account Manager develops consultative customer proposals, tailoring strategy and solutions to meet the needs of the customer. They understand the customer’s business challenges /objectives to provide value added services and solutions.

Develops long-term sales pipeline to increase the company's market share in specialized area. Integrates with the local product sales team and internal stakeholders. Ensuring services always being represented. Uses specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area. Sets direction for business development and solution replication. Creates and grows reference customers. Sells complex products or solutions to customers on a partnership basis. In addition to driving new business, manages and expands renewal opportunities within the assigned focus area by analyzing the installed base, identifying expiring service contracts, mitigating renewal risks, and driving upsell and contract expansion to increase renewal contract value. Maintains accurate pipeline, CRM hygiene, and forecast discipline for assigned services opportunities and renewals. Establishes a professional, working, and consultative, relationship with the client, including the C-level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry. Maintains and uses overall cross-portfolio knowledge to support account leads with integration of solutions. Contributes to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities. Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIOs, typical objectives, measures, metrics.