Software Renewals Sales SpecialistDescription -The following posting is a pipeline requisition, meant to accumulate candidates for this role. Qualified applicants will be contacted in concert with the approval and publication of identical, approved positions within HP. Candidates who identify with a group that is historically underrepresented in the technology sector including by not limited to, African American, Latino, Native American, individuals with disabilities and veterans are encouraged to apply.Applies intermediate level of subject matter knowledge to solve a variety of common business issues. Works on problems of moderately complex scope. Acts as an informed team member providing analysis of information and limited project direction input. Exercises independent judgment within defined practices and procedures to determine appropriate action. Follows established guidelines and interprets policies. Evaluates unique circumstances and makes recommendations.As a Renewal Sales Specialist, you will play a pivotal role in ensuring the continued satisfaction of our existing customer base by managing the renewal process for software licenses and maintenance agreements. You will be responsible for maintaining and growing revenue from our existing customers while identifying opportunities to upsell and cross-sell additional solutions. The Renewal Sales Specialist will work independently with customers or with Sales, Customer Success Managers (CSM), and Pursuit resources to understand customer needs, identify the solution, develop the commercial proposal & negotiate contracts. You will also be responsible for new opportunities with revenue below a defined threshold. Your ability to build strong relationships, communicate effectively, and meet or exceed sales targets will be critical to your success in this role. Responsibilities: Renewal Management: Manage the end-to-end software renewal process, including proactive outreach to customers, negotiation of renewal terms, and contract execution in the US and Canada. Upsell & New Opportunities: Identify opportunities to upsell and cross-sell additional products and services to increase customer lifetime value. New opportunities with revenue below a defined threshold will also be assigned to the Renewal Sales Specialist. Customer Relationship Management: Partner with CSMs and sales or independently maintain strong relationships with existing customers, understanding their unique needs and challenges to provide tailored solutions. Solution Development: The Renewal Sales Specialist will identify the solution, develop the commercial proposal & negotiate the contracts with the customers independently or in collaboration with Sales, Customer Success Managers (CSM), and Pursuit resources. Sales Targets: Meet or exceed quarterly and annual sales targets for software renewals and upsells. Forecasting: Provide accurate and timely sales forecasts to the Sales Manager, enabling effective resource allocation and planning. Market Knowledge: Stay up to date with industry trends, competitor offerings, and our product roadmap to communicate value propositions to customers effectively. Documentation: Maintain accurate records of customer interactions, contact details, and sales activities in the CRM system. Client/customer relationship.Maintains excellent communications with customers.Advances opportunities through the use of effective consultative selling techniques.Builds customer loyalty through being a trusted advisor.Partners effectively with others in the account to ensure problem resolution and customer satisfaction.Team collaboration.Actively supports the account team with solution advice, proposals, presentations, and other customer communications.Engages appropriate additional technical resources as needed.Provides support to deals in the pipeline where needed.Education and Experience Required: Technical University or bachelor’s degree is required. Typically, 4+ years’ experience in technical selling, consultative selling, or sales support role Software maintenance renewal experience Technical and/or solution experience in industry preferred. Knowledge and Skills: Required Proficiency with Microsoft Office Suite Products and CRM tools. Excellent interpersonal skills and the ability to build rapport with customers. Strong negotiation and communication skills. Goal-oriented with a demonstrated ability to meet or exceed sales targets. Demonstrated ability to balance multiple priorities, adapt to changes, and meet due dates. Attention to detail, focusing on 1st time accuracy. Ability to understand and follow processes. Self-motivated and able to work independently. Knowledge of the software industry and software licensing models (preferred) Desired Understands and applies basic financial concepts and applies them appropriately in positioning proposed solutions. Applies understanding of the customer's value chain and business requirements when designing and proposing solutions. Communicates the solution's value in terms of financial return and impact on customer business goals and Industry acumen.Demonstrates probing techniques and related communication skills with customers.HP is an equal opportunity employer: https://www8.hp.com/h20195/v2/GetDocument.aspx?docname=c08129225 Business acumen.Understands basic financial and accounting concepts.Understands customer value chain concepts.Industry acumen.Understands basic business structures and processes in assigned area of responsibility.Solution selling.Demonstrates good questioning techniques and related communications skills.Strong technical selling skills.Job -SalesSchedule -Full timeShift -No shift premium (Costa Rica)Travel -NoRelocation -EEO Tagline - HP Inc. is EEO F/M/Protected Veteran/ Individual with Disabilities.
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