Renewals Sales Specialist

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.

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 eTools (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

#LI-Hybrid

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}

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.

#singapore

#sales

Job:

Sales

Job Level:

Specialist

    

    

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.

   

No Fees Notice & Recruitment Fraud Disclaimer

 

It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates.  These scammers often seek to obtain personal information or money from candidates.

 

Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process.  The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.