Job Description; Sales Manager Support Services,
Location : EMEA
Job Scope and definition
Working with the Global Sales Director serves as a primary contact and conduit for the Aruba Sales staff and partner community in supporting increased growth in service and support revenue.
Directly influences and drives activities that increase the uptake / attach rate of Aruba support and professional services contracts, and contract renewals in EMEA.
Acts as a key point-of-contact to sales leadership in influencing and increasing the sales of support and services product offerings.
Summary of Aruba’s Global Service Offerings;
Aruba offers its customers a variety of remote and on-site support services that include the following :
Aruba Foundation Care - packaged support for all Aruba hardware and software products / solutions.
Aruba Partner Branded Services (PBS) level 3+ Aruba support services that are complimented and delivered by qualified Aruba reseller partners.
Aruba Premium Support higher priority level packaged support for all Aruba hardware and software products / solutions.
Resident Engineer dedicated and highly customized onsite resources and services to add to your own mobility IT staff.
Professional Services customized support services; including design, deploy, configure and commission services.
Reviews territorial services attach rates of remote sales team to highlight opportunities to attach services.
Working with the Global Director of Sales OPS, helps to present (data supported) objectives and quotas for remote sales team in line with company growth expectations and support product offerings.
Monitor, measure and report on performance in his / her territory.
Supports initiatives or requirements that increase the chance of success against objectives and quotas. These include, but are not limited to, the pricing, packaging, and positioning of the various support offering in certain verticals or markets;
or the enablement of the sales team in the territories Aruba and channel partner feet on the street.
Supports sales teams and leadership in developing key and / or difficult account opportunities.
Engages closely with the sales teams on large or complex deals that require comprehensive support services.
Builds collaborative and supportive relationships with leadership, peers and sellers in the various theaters / geographies.
Provides insights and reports on performance against objectives to management and other support and services senior stake-holders.
Education and Experience
University or Bachelor’s degree mandatory, advanced university or Master’s degree preferred.
5-10 years of experience in the support and services business of networking or an IT communications corporation.
Knowledge and Skills
Exemplary customer and partner interpersonal and communication skills.
Industry Acumen develops and exercises a profound understanding of business dynamics within area of control, as a basis for informed business decision making.
Collaborates effectively with the company's sales staff to ensure operational responsiveness to challenges, and alignment with business imperatives.
Partnering Works closely with Services leadership on developing new services offerings based on customer and partner feedback.
Acts as the escalation point for customer and partner issues.
Change Management advocates for innovation and change across the organization.
Problem Solving approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution.
Impact / Scope
This position carries a regional quota (60 / 40) responsible for improving service attach and service renewal rates.
Responsible for all go-to-market sales motions.
Some senior level interaction with CXO customers and within the company.
Experience in understanding a broad and complex portfolio of products and services.
Interfaces with customers and partners across a broad industry base and / or a large geographic.