Service Business Manager

Service Business Manager

  

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Job Description:

   

Service Business Manager / Supervisor is a service sales expert and leader for all new Foundational Care and Premium Services, attach and renewals who quickly and accurately match Aruba Services to our customer’s installed base. The Service Business Manager will be responsible for guiding, coaching, and motivating a sales team of 8-10 sales representatives to achieve individual and collective sales goals using service sales best practices. They also develop and implement sales strategies, monitor performance, prepare accurate sales forecasts, and collaborate with other teams to ensure service sales execution.

Premium Services Expert:

• Threading into Enterprise and Global Major Account Teams as the Service Expert to scope, price and present Pro Care and Pro Premier Care offers as an enhanced support experience to the Foundational Care support service delivering exceptional business outcomes.
• Service Expert on positioning Foundational Care, both new attach and renewals, as the important underlying support foundation.

Team Management and Motivation: Leading and Supervising:

• Provide guidance, coaching, and motivation to sales representatives leveraging service sales best practices to achieve their sales target.
• Develop the team by transferring service business expertise and best practices across all service lines of business.

Performance Monitoring and Reporting:

• Track and analyze sales performance data, develop accurate forecasts, and create reports for the leadership team.
• Identify areas for improvement and close any gaps.

Coaching and Skill Development:

• Provide feedback, coaching, and mentoring to improve individual and team performance. 

Timely Address Issues:

• Timely address all issues, conflicts, and challenges within the team and providing support and guidance. 

Develop and implement sales strategies that drive revenue growth in new accounts and expand into current Aruba customers. 

• Set and drive goals to effectively retire quotas.
• Run sales cadence meetings with team members, review forecasts and help resolve all escalations.

Prioritize and Delegate:

• Prioritize tasks and responsibilities, delegate effectively to team members to maximize productivity. 

• Implement sales processes and maintaining effective sales processes and procedures to ensure consistent and efficient sales operations. 

Service Sales Experience

• Develop close customer/partner relationships; understand their needs, offer expertise and advice, monitor satisfaction, demonstrate HPE’s value, and influence interest in other service offerings.
• Manage support and premium services, renewals, conversions, and upsell/cross sells for an assigned set of varied installed base accounts, acting with accountability and readiness to meet assigned order targets.
• Focus on growing contractual renewals, attach, and new premium support business.
• Use 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.
• Own varied end-to-end renewal cycles aligned with the budgetary cycle, from account planning to driving customer engagement.
• Negotiate price and drives successful deal closure consistently and on time.
• Establish 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.
• Drive the sales cycle, frequently growing the account and advising the customer on their contractual support environment.
• Accurately forecast renewal orders and maintains pipeline and opportunities, following standard procedures and using tools/resources effectively.
• Solid presentation and proposal expertise for a variety of renewals and new business development.

Required Education & Experience:

• University or bachelor’s degree preferred, or equivalent experience.
• 8+ years of renewal sales experience
• 1+ years of premium services experience
• 5+ years of team supervisor experience
• Demonstrated success in achieving progressively higher quota is desired.
• Proficiency selling HPE Aruba Foundation Care, Pro Care and Pro Premier Care Services
• Expertise in MS Excel, ability to create, utilize and manage pivot tables.
• Proficiency to share detailed findings to management, customers, and team members.

Accountability, 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 {+ 22 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.

Job:

Sales

Job Level:

Supervisor_2

    

States with Pay Range Requirement

The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.

USD Annual Salary: $87,500.00 - $205,500.00

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.