Customer Retention Sales Specialist

Customer Retention Sales Specialist

Description -

HP's Global Services & Solutions (GSS) organization aims to deliver profitable growth through differentiated outcome-based solutions driven by globally consistent integrated business models anchored in the HP Way. As part of GSS, the Software Sales team delivers profitable growth by generating annual repeatable revenue through Software-based solutions. HP's Software portfolio comprises:

HP Anyware, including Anyware Standard and Anyware Professional, enables organizations to securely deliver high-performance desktops and workstations from the cloud or data center to various endpoints.

Wolf Security, including HP Sure Click Enterprise, is the world's most advanced endpoint Application Isolation and Containment solution.

Digital Software (Print), including Digital Workflow, Security and access control, and Cloud-based print management solutions.

Description

As a Customer Retention 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.

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 and willingness to travel up to 10% 
• 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.

Job -

Sales

Schedule -

Full time

Shift -

No shift premium (Costa Rica)

Travel -

Relocation -

Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

If you’d like more information about HP’sEEO Policyor your EEO rights as an applicant under the law, please click here:Equal Employment Opportunity is the LawEqual Employment Opportunity is the Law – Supplement