Job Description

What you\'ll do: Your Key Responsibilities: Leads the SaaS Renewals Program to success: Build the sales process and sales governance for SaaS Renewals Communicates direction to the SaaS Renewals team per the company\'s services vision and strategy. Inspires the SaaS Renewals team to meet and exceed goals. Guides the HPE Aruba sales motion towards growth and increased profitability. Orchestrates major Enterprise-level customer engagements to deliver results and create the best customer experience Manages escalations to the solution, and solution to opportunity. Drives with a hunting mentality. Engages customer executives to understand the customers\' business context, build trust, and deliver HPE\'s value proposition in line with that. Creates early-stage opportunities by managing top customers\' executive-level relationships. Enables SaaS Renewal team to craft the right technical, IT investment, and pricing strategies to win. Partners with stakeholders to maximize crossHPE team efficiency and customer success. Helps SaaS renewal team to bust barriers and overcome obstacles. Establishes sales methodology for end-to-end sales process management. Manages sales planning and follows up to ensure consistent execution. Provides timely and accurate sales forecasts. Provides customer feedback and won/loss deal analysis into the broader HPE Aruba team. Applies advanced subject matter knowledge to manage staff activities in solving common and complex business/technical issues within established policies. Provides guidance on process improvements and recommends changes in alignment with business tactics and strategy for area of responsibility. Work with Installed Base maturity data and in-Country Account Managers to prepare a SaaS renewal strategy for selected accounts that identify the SaaS renewal pipeline forecast. Reconcile install base data with customers, sales partners, and distributors reports ensuring all existing SaaS subscriptions are identified and renewed. Oversee the quoting and booking process to ensure successful SaaS renewal execution and Aruba system updates. Utilise Salesforce CRM & all necessary applications to manage and optimize sales of Renewal opportunities. Cross-functional interaction with teams such as Service Marketing, Finance, IT, Order Management, Customer Support, Pricing, Marketing & Sales to ensure alignment on SaaS renewal processes. Initiate steps as needed to remediate customer concerns/roadblocks prohibiting satisfaction or renewal impact What you need to bring: About the candidate: Bachelor\'s Degree or equivalent experience preferably in IT Sales. 10+ years\' experience in Services Operations or Inside Sales or Renewals, supporting field sales organizations and/or Channel Partners in providing quotes for maintenance support, and driving deal closures B2B tech industry experience is preferred. Proven ability to meet prioritize workload to meet all KPIs, goals, and objectives A genuine customer-focused approach, with exceptional attention to detail and organizational skills. Superior people interaction & influencing skills for internal and external stakeholders. What we can offer you: A competitive salary and extensive social benefits Diverse and dynamic work environment Work-life balance and support for career development An amazing life inside the element! Want to know more about how you can make your mark with us Then let\'s stay connected! https://www.facebook.com/HPECareers https://www.instagram.com/HPECareers/ https://twitter.com/HPE_Careers #india #aruba HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Additional Additional Knowledge and Skills: in addition to core process & selling skills: Business Management: Strategic Planning - Translates business goals into actionable plans and strategies that reflect the requirements and opportunities. Sets sales priorities and establishes these as the focus of individual or sales team activities. Execution - Actively manages business plans to meet revenue, and goals/quotes and advance the company\'s business interests. Determines if an opportunity is profitable for the company. Forecast/Budget Control - Tracks and manages rolling forecasts and budgets to ensure timely and accurate roll-ups. Pipeline Management - Builds, monitors, and orchestrates sales pipelines to ensure continuous population of near and long-term opportunities Balances quick wins against longer sales-cycle opportunities to provide both immediate wins and long-term profitability for the company. Operations Building/Improvement - Continuously monitors, troubleshoots, and improves operations to ensure alignment with the company\'s business direction, and the quality of business practices, and optimize organizational performance. Sales Development: Sales Facilitation - Applies influence and organizational savvy to advanced sales opportunities externally, with clients, and internally within the company; Establishes the company\'s account presence and extends the customer\'s account penetration to executive levels; Accompanies sales reps on calls to demonstrate and model effective selling skills. Strategic Account Leadership - Actively drives key enterprise and strategic account activities - promotes vision and models executive relationship-building practices to build enduring partnerships and account share/penetration for the company. Skill Development/Enhancement - Guides skill-building activities to increase the productivity and accomplishments of the SaaS renewals sales force. Customer Facetime: Proactively develops and nurtures solid relationships in key accounts as a basis for expanding the company\'s business-partnering presence. Solidifies an enduring partnership with key accounts through such strategies as active monitoring of customer satisfaction, speedy problem resolution, and advanced communication of beneficial company initiatives or solutions. Strategic Business Planning: Manages the top and bottom line: monitors discounts and margins involved in individual deals to align them with group performance. Works with the Sales team to create mechanisms that shift the focus from \'lowhanging\', immediate wins to recognizing and providing incentives for large deals/wins. Understands industry drivers and the customer base better to bridge company solutions with account-relevant problems and opportunities. Builds stronger internal relationships with other groups to ensure seamless selling of total company solutions and to establish clear expectations for resource alignment and support. Builds clear strategies for working with key accounts to pursue and close major opportunities, including clear identification of tactics for accelerating progress through the pipeline.

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