Contract Administrator EMEA
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At Hewlett Packard Enterprise, our ideas propel our world faster. We’re an industry-leading technology company. And we’re accelerating everything we do. With the industry’s most comprehensive portfolio, our technology and services help transform our customers around the world to become more efficient, more productive and more secure. They enable our customers to go further. And our employees to develop, learn and advance their careers. Ready to change the world? No one’s doing it faster.
Mission: We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives.
Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.
Advanced sales negotiation and deal closing skills;
Adepts at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals; understands the client procurement processes and knows key decision criteria for winning new and / or maintaining existing business.
Proven results in clearly articulating HPE value propositions and solution discussions with customers that have led to multiple wins or success for HP.
Consistently demonstrates proactive activities within accounts to uncover new business and take ownership for new opportunities;
Advocates for client needs, requirements, in proposing solutions.
Establishes a professional, working and consultative relationship with the client, up to the executive level, by developing a core understanding of the unique business needs of the client within their industry.
Capable of supervising the activities Inside Sales Reps.
Works independently on larger, more complex deals; has the ability to handle most unique situations
First level university degree preferably in business or finance area
At least 1 year of professional experience
(Behavior, attitude, capabilities)
Strong communication skills (e.g. written, verbal, presentation); mastery in English and local language as well as other languages as required.
Advanced knowledge of internal processes and policies
Solid understanding of local legal compliance issues
Advanced problem-solving and analytical skills
Strong teamwork skills
Advanced time management skills
Basic project management skills
Basic mentoring and coaching skills
Consistently meets or exceeds metrics related to Inside Sales set by segment management;
Closes orders for HP CMS Support Renewals
Is responsible for providing accurate forecasts regularly as requested by management, based on assigned opportunities;
Ensure quotations are sent to customers in due time (at least 90 days on a rolling base), are correct in terms of content and approved by the authorized responsible: VSOE, management, so on.
Maximizes revenue by minimizing product cancellations for renewals, ensuring renewal rate established and communicated by management. (S)he creates, maintains and implements an up-sell plan for all assigned accounts to meet customer needs and maximizes revenue;
Maintains up-to-date knowledge of our services portfolio to maximize sales potential.
Participates in the negotiation of terms and conditions as necessary for renewal agreements and in the continual process improvements and recommends best practices for the team as applicable.
Acts as the primary point of contact for customers and internal sales teams regarding questions relating to renewal pricing, HP Software product migrations, policies, etc.
Proactively contacts customers and promotes products and services transitionally.
Interacts as required with cross functional organizations on a worldwide basis such as Product Management, Technical Services, Legal, Finance, and senior management to ensure Software Services objectives and goals are met; and establishes effective working relationships with the Field Sales Organization, Professional Services Organization and Educational Services Organization with the goal of cross-selling portfolio offerings across HP Software Services to enhance customer satisfaction.
Coordinates other Sales Professionals, involving channel partners in fulfilling customer application needs.
Takes significant responsibility for sales programs and/or relationships outside corporation including highest level of executives in customer’s organization.
Handles ambiguous, non-routine problems and makes appropriate decisions usually confined to technical matters or services.
Conducts field visits if decided with management.
Handles any other assignments provided by management to the extent of his/her qualification.