HPE GreenLake Customer Success Manager
Hewlett Packard Enterprise
Buenos Aires, Buenos Aires
hace 2 días

At Hewlett Packard Enterprise, we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work.

What sets us apart? Our people and our relentless dedication to helping our customers make their mark on the world.

We are a team of doers, dreamers and visionaries; inspired by our purpose and driven by our strategy. We live by our three values : partner, innovate and act.

Our legacy inspires us as we forge ahead, always pushing to discover what’s next. Every day is a new opportunity to advance and grow ourselves, our company and the industry.

Some people call it an obsession, we call it a way of life.

What you need to know about the job

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.

Our new innovative IT services organization is HPE PointNext . We have the expertise to advise, integrate, and accelerate our customers’ outcomes from their digital transformation.

We aim to ensure our valued clients have the most effective solution to suit the demands on a dynamic and fast-paced, modern business and the expertise to achieve maximum business benefit.

ROLE AND RESPONSIBILITIES

Now more than ever, corporations need to move faster and adapt quickly to change. HPE GreenLake brings the cloud experience to apps and data everywhere, enabling customers to adopt transformative technology faster

and simplify their operations. HPE GreenLake delivers public cloud services and infrastructure as-a-service for your workloads on premises, fully managed in a pay-per-use model at the edge, in colocations, and in your

data center. With HPE GreenLake, corporations will be able to transform their cloud-native and non-cloud native applications, create essential data and speed insights for teams to use effectively, and free up their staff to better

address other business needs.

As an HPE GreenLake Customer Success Manager (CSM), you will be responsible for developing and maintaining strategic partnerships with customers, understanding their people and business goals, and partnering with them throughout their GreenLake journey.

You will be accountable for the strategic leadership, engagement profitability and delivery excellence of your assigned accounts.

As a trusted advisor, you will drive proper onboarding and activation efforts, discuss optimal utilization consumption use cases, identify expansion opportunities and ensure profitability throughout the entire offering contract term.

Primary roles and responsibilities are :

  • Presale, Commit, Close stage
  • o Understand the customer’s needs and designed solution

  • Activation stage
  • o Lead quality of activation and solution onboarding as well as alignment to customer expectations

  • Consumption stage
  • o Provide thought leadership & partnership to customer on workload migration (including but not limited to

    GreenLake) by understanding their business / strategic goals

    o Optimize utilization and adoption of deployed capacity and ensure identified workloads are migrated in a timely and smooth manner

    o Drive / ensure customer health and satisfaction across various customer stakeholders

    o Drive customer understanding of technology by defining and executing a Customer Training Plan

    o Management and oversight of GL account P&L with internal report outs

    o Provide customer intelligence to key internal teams (e.g. Sales, Delivery) and participate in account planning

    process

  • Growth & Optimization stage
  • o Create customer awareness of other HPE GreenLake solutions and identify potential Customer References opportunities

    o Drive expansion opportunities and CO oversight. Involve the respective GreenLake Sales Team for pricing

    and terms negotiations

  • Ongoing Refresh Management stage
  • o Manage customer contract lifecycle (End of Term, Refresh, etc..)

    In addition, you will be responsible for achieving engagement gross margin targets and overall customer

    satisfaction

    Your success as an HPE GreenLake Customer Success Manager will be measured on the following criteria :

  • Leading Indicators
  • o Deployed Capacity Utilization Rate

    o Utilization Ramp Up Rate

    o Capacity Expansion Rate

    o Expansion / Cross-sell opportunities identified

    o Referenceable Customers

  • Lagging Indicators
  • o NPS / CSAT Scores

    o GreenLake Account Margin

    QUALIFICATIONS AND EDUCATION REQUIREMENTS

  • 10+ years of minimum experience in Cloud-based solutions and platforms, IT-based Managed Services
  • solutions (e.g. IaaS, PaaS, SaaS) or equivalent

  • 10+ years in a Customer Success / Client Management role or similar customer-facing function
  • Well versed on On-premise and Cloud services (Datacenter, Azure, AWS, GCP)
  • 10+ years of experience in two or more of the following technology workloads or disciplines :
  • o SAN HANA & Database Platforms

    o Virtual Machines and Containers

    o Machine Learning and Big Data

    o Data Backup and Data Protection

    o High Performance Compute

    o Storage and Data Management

    o Networking (Edge, Datacenter, IoT)

    o VDI (Virtual Desktop Infrastructure)

    o Data Governance, Compliance and Management

  • Proven track record of building strong customer relationships at all levels of (C-level, VP, Directors, CTOs, etc..)
  • Demonstrated success managing large, complex projects as well as matrix organizations
  • Established leadership experience and ability to lead others to consensus
  • Strong ability to understand and translate business goals into actionable and measurable initiatives
  • Excellent written and verbal communication skills in emails, phone calls, presentations and internal meetings
  • Proven ability to present complex ideas in an accessible and engaging way
  • Exceptional organizational, analytical, and detail-oriented thinking skills.
  • Trustworthy co-worker and team player, with a strong passion for exceeding customer expectations
  • Excellent problem solving, conflict resolution and program management skills, with a focus on translating business requirements into technological solutions
  • Fluent in English
  • Intermediate or Advanced Spanish level.
  • Bachelor degree in a management, technical or engineering field or relevant study required
  • PREFERRED SKILLS

  • 10+ years of experience in 4 or more of the technology workloads aforementioned
  • 10+ years in a Customer Success / Client Management role or similar customer-facing function
  • Master’s degree in a management, technical or engineering field or relevant study required
  • ADDITIONAL NOTES

  • Travel required 50% or more
  • What we can offer you :

    Extensive benefits, a competitive salary and participation in the shared values and purpose that make Hewlett Packard Enterprise one of the world s most attractive employers! At HPE, our goal is to provide equal opportunities, flexible work-life balance, and constantly evolving career growth.

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