Customer Relationship Manager (HPEFS)

Customer Relationship Manager (HPEFS)

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 days per week from an HPE office.

Job Description:

We are seeking a Customer Relationship Manager for HPEFS who will manage global relationships externally and internally. This is a US, hybrid position, based in our Berkeley Heights, NJ office.

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.

Responsibilities:

• 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.

Education and Experience Required:

• Typically 5-7 years in complex IT service business environment.
• University degree preferable.
• Demonstrate knowledge of corporate organization and policies.

Knowledge and Skills:

• Some industry knowledge.
• Project management.
• Ability to support global customers and flex with work schedule as needed.

Accountability, Accountability, Action Planning, Active Learning (Inactive), Active Listening, Bias, Business Growth, Business Planning, Client Strategy, Coaching, Commercial Acumen, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Data Analysis Management, Data Collection Management (Inactive), Data Controls, Design Thinking, Empathy, Follow-Through, Growth Mindset, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 9 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.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.

#unitedstates#financialservices

Job:

Services

Job Level:

Specialist

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: $69,100.00 - $158,900.00

Hewlett Packard Enterprise is EEO F/M/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. .