Customer Relationship Manager, HP Enterprise
HPEFS
$69.1-158.9k
2-3 days a week in office (Berkeley. NY)
Global edge-to-cloud company
Job no longer available
Global edge-to-cloud company
1001+ employees
Job no longer available
$69.1-158.9k
2-3 days a week in office (Berkeley. NY)
1001+ employees
Company mission
To help customers use technology to turn ideas into value, and empower them to transform industries, markets and lives.
Role
Who you are
- Typically 5-7 years in complex IT service business environment
- University degree preferable
- Demonstrate knowledge of corporate organization and policies
- Some industry knowledge
- Project management
- Ability to support global customers and flex with work schedule as needed
What the job involves
- We are seeking a Customer Relationship Manager for HPEFS who will manage global relationships externally and internally
- Depending on the size of the deal or account, the Customer Relationship Manager can play a variety of leadership roles in the Pursuit lifecycle
- On smaller deals the Customer Relationship Manager can perform the role of Business Developer, lead the solution development effort, manage negotiations with the customer and the customer’s advisors, define contract terms and conditions and manage the internal HPE SOAR governance process to secure final approval for the deal
- On larger deals the Customer Relationship Manager takes over from the Business Developer (or Client Manager in the case of new business from existing account) to lead a team of Pursuit experts who assess client needs, fashion a solution, price a contract, secure internal HPE approvals and finally client agreement
- The role normally ends when the deal is won and can be seamlessly turned over to Delivery Transition and Client Management
- The Customer Relationship Manager job family ranges from being accountable for specific components of the Pursuit lifecycle to full accountability for the complete Life cycle
- Its scope ranges from small deals /contract re-negotiations in a single country with a local company to large, complex, global deals with Fortune 100 clients
- The foundation competency is program/project management coupled with contract negotiation and client relationship skills
- The role assists Business Development in the qualification, risk assessment of potential opportunities
- The Customer Relationship Manager is accountable for assembling a team of expert resources to pursue the opportunity to successful win
- The role conducts negotiations at high level of the customer organization, on such complex outsourcing issues like business case development, asset acquisition, human resource transfer and financial topics
- It manages the engagement plan development and proposal-writing process and relationships with client 3rd party consultants who influence the industry and the client
- The Individual Contributor part of the Customer Relationship Family provides specialized support services to the overall engagement
- Those services can impact one or several of the typical engagement lifecycle components such as proposal development/response, solution and pricing coordination, general project management of the various Deal Project Plan elements, bid assurance/risk assessment, contract statement of work, and Transition plan initiation
- Applies developed subject matter knowledge to solve common and complex business issues within established guidelines and recommends appropriate alternatives
- Works on problems of diverse complexity and scope
- May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process
- Exercises independent judgment within generally defined policies and practices to identify and select a solution
- Ability to handle most unique situations
- May seek advice in order to make decisions on complex business issues
- Lead deal teams and represents the company to the customer for outsourcing deals up to $10m TCV
- Responsible for assembling all required resources/skills to develop proposal, pursue and win large national outsourcing deals.(PDs more than ELs)
- Coordinates all deal team efforts with sponsorship of MS Engagement Director
- Assists in opportunity qualification and risk assessment
- Responsible for validating/endorsing the technical solution for the deal. Works with delivery to assure that solution design can be property delivered
- Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines
- Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks
- Leads negotiations for national medium size deals and assists with large complex deals
- Proactively manages all resource requirements throughout deal pursuit
- Helps in the transition of deal leadership to permanently assigned management to ensure seamless asset transfer, personnel transfer, technology and process adoption
Our take
Hewlett Packard Enterprise is a global edge-to-cloud company that delivers unique technology solutions. The company enables its clients to unlock value from all of their data, providing actionable insights that accelerate business outcomes.
Founded in 1937, the company has grown to become one of the world’s leading enterprise technology companies. Among its offerings are cloud services, high-performance computing & AI, Intelligent Edge, and storage – to help with business model development, engagement, performance, and more.
HP Enterprise has been incredibly focused on the optimization of its current offerings as well as setting the standard of future innovation with its ever-expanding portfolio. For example, its HPE Machine Learning Development System (launched in April 2022) removes barriers traditionally seen when incorporating AI and ML into products and services, enabling companies to realize the full potential of AI.
With its range of product announcements and launches (including HPE ProLiant Gen11 and HPE GreekLake) coupled with its strategic partnerships and acquisitions, HP Enterprise is well set to lead the next generation of enterprise software solutions.
Steph
Company Specialist at Welcome to the Jungle
Insights
11% employee growth in 12 months
Company
Company benefits
- 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
Leadership
Antonio Neri
(President & CEO)Previously served as the company's Executive VP before becoming the President & CEO. Worked at HP in a number of roles, including Senior VP and General Manager.
Salary benchmarks
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