Regional Client Manager

Location: Singapore
Job type: Permanent
Salary:
Contact: Manoj Rajan
Email: email Manoj
Reference: 1071880

Hewlett Packard Enterprise (HPE) advances the way people live and work. We bring together curious minds to create breakthrough technology solutions, helping our customers make their mark on the world.

Hewlett Packard Enterprise introduced HPE Ezmeral, a brand and software portfolio designed to help enterprises accelerate digital transformation across their organization, from edge to cloud.

HPE Ezmeral spans a complete portfolio including:

·        container orchestration and management

·        AI/ML and data analytics

·        cost control with IT automation and AI-driven operations and security

Therefore, enabling organizations to increase agility and efficiency, unlock insights, and deliver business innovation. The HPE Ezmeral portfolio plays an essential role in HPE’s edge-to-cloud platform-as-a-service strategy.

HPE currently has an exciting opportunity for Senior Client Manager. As the Senior Client Manager, he/she develops long term sales pipelines to increase market share in specialized areas and markets.

 

Responsibilities:

·        Develops long term sales pipeline to increase the company's market share in specialized area.

·        Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.

·        Set direction for business development and solution replication.

·        Sell enterprise software to customers on a partnership basis.

·        Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.

·        Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.

·        Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.

·        Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

·        Maintains broad market and competitor knowledge to ensure credibility with Customer Executives

 

Education and Experience Required:

·        Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.

·        Prior selling experience includes multiple, diverse set of selling responsibilities.

·        Considered a mentor of selling strategy, including designing strategy.

·        Possess 10 years or more of software enterprise sales experience

 

Knowledge and Skills:

·        Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.

·        Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.

·        In-depth knowledge of client's business, organizational structure, business processes and financial structure.

·        Considerable knowledge of the customer's infrastructure and architecture.

·        Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.

·        Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.

·        Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.

·        Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.

·        Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.

·        Excellent project oversight skills.

·        Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.

·        Successful partner engagement experience by working effectively with our partners to drive additional revenue.

·        Understand and sells high value software solutions.

·        Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.

·        Understands the leverage of services as part of strategic portfolio of products.

·        Promotes services as part of all strategic opportunities.

·        Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.