3 200 - 4 400 EUR

Installed Base Services Sales Slovakia (Ref. No.: 1052916)

Hewlett Packard Enterprise Slovakia s. r. o.

Place of work
Contract type
Start date
Total wage (gross)
3 200 - 4 400 EUR

Information about the position

Job description, responsibilities and duties

The Installed base Specialist - IBS (renewal sales) key role is to work directly with the Customer and take ownership for the renewal of the contract, any expiring Support Services/Conversions, up/cross-selling as well as negotiation on price/discount and involve Sales mainly for major changes (TPM) or if the customer show interest/is suitable to offer for new solutions. In addition the IBS would work together with the AOL in GO to perform all transactional tasks. IBS must ensure customer satisfaction while having a direct impact on maintaining order value for the account. They deliver industry-leading service levels while ensuring accurate, timely and compliant sales order and revenue for existing large, complex contracts. They do this by working directly with Customers to understand & deliver against their requests. They work independently to renew their assigned accounts with an agreed communication path to Sales which they can use for support or if they identify any complex up-sell or growth opportunities in their accounts. They proactively utilize a range of tools to provide data & information to Customers, Sales, Business and Delivery. They establish how best to use GO office services for processing work to enable themselves to focus on the Customer.

Key responsibilities:

•Owns personal order target (FPR goal) and (where applicable) IB/GO activities for assigned accounts.
•Customer contact for all contract enquiries, negotiating and closing for all assigned contracts.
•PROP owner with proactive renewal planning, management and execution incl. SFDC close plan & get PO.
•Provides inputs to Flash to Sales Management.
•Account team member with Sales/Business/Delivery contacts & IBS to drive the IB part.
•Ownership and accountability for the E2E process to ensure accurate and timely response to Customer requests including upselling and customer negotiation.
•Ownership and accountability for TSS order management activity, order acceptance and revenue management to ensure renewal/conversion management in value & time.
•Proactive planning & management of customer renewals including basic changes i.e. Conversion, Warranty, EOSL, Co-Term, basic up-/cross-selling.
•Use relevant data sources (RAPID, Sales Prompter/MOPS) to identify naked boxes and missed opportunities.
•Resolves any Business Decisions Needed requests from GO.
•Identifies process solutions for customer accounts adhering to standard process as far as possible.
•Adherence to all policy and audit requirements.
•MEC activities management.
•Produces quotations, identifies up-sell opportunities, makes linkages between TSS marketing campaigns & allocated accounts.
•SFDC Opportunity Updates for contracts/accounts as SFDC opportunity owner.
•Negotiation of price & discount in given criteria - pulls Sales as required.
•Requests Discounts.
•Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.
•Manages the operational business relationship of large accounts, often with global/regional reach; serves on account team, providing operational perspectives.
•Plans and leads business analyses and provides recommendations to sales teams and business units.
•Acts as a point of escalation and collaborates with other functions to drive resolution of operational issues of high complexity, in support of the customer/partner requirements.
•Represents the customer/partner needs and provides business requirements to projects of high complexity, and conducts post-project evaluations.
•Prepares and runs operational performance reviews with the customer/partner and drives improvement plans.
•Consults and advises on operational matters of high complexity to internal clients up to the Director level.
•Proactively communicates operational process changes to customers/partners and internal clients; drives the implementation phase.


Responsibilities regarding Health and Work safety

•To learn and comply with health and safety regulations at work, and their application measures;
•To conduct business in accordance with their preparation and training, as well as instructions received from the employer, so as not to expose to risk of injury or occupational disease both self, and others during the work process; to prevent / minimize environmental pollution;
•To participate to the EHS risks assessment and the identification of environmental aspects;
•To not proceed with decommissioning, changing or removing arbitrarily safety devices, especially machinery, tools, technical equipment and buildings, and to correctly use these devices;
•To immediately inform the manager about any work situation which may be a danger for health and safety of employees, as well as any deficiency of prevention and firefighting systems;
•To inform the manager and/or the employer about the accidents he suffered;
•To participate at EHS trainings (at employment, at the workplace, periodical, at the change of workplace or transfer; when introducing a new work equipment or in case of changes of existent equipment) and to perform medical labor safety examinations at employment and periodic;
•To cooperate as it is necessary with the employer and / or designated EHS employee in order to make possible the achievement of any measures or requirements provided by labor and health inspectors to protect the health and safety of employees;
•To cooperate as it is necessary with the employer and / or designated EHS employee in order to allow the employer to ensure that the work environment and conditions are safe and without health and safety risks in his area of activity;
•To learn and comply with legislation requirements in the field of health and safety at work, and with provisions of Hewlett Packard Enterprise standards;
•To provide all the necessary information required by the labor and health protection inspectors;
•To comply with the fire protection provisions issued by the company management.

Basic wage component (gross) and other rewards

3 200 - 4 400 EUR/BASE salary/gross/month - upon agreement and experience; salary split 80/20

Employee perks, benefits

• Attractive compensation
• Exciting opportunity of career and professional development
• Working for one of the most admired international companies in challenging and dynamic environment
• Possibility to work in an international environment
• Regular professional trainings (career development workshops, soft skills training, on-line learning platform)
• Life insurance
• Financial support during 1 months of sickness
• 3 sick days
• Transportation allowance
• Possibly to work from home
• Relax room
• Various events and activities – vitamin days, Yoga & Pilates & meditation classes, employee appreciation day, health day, global wellness challenge, etc.
• Employee assistance program
• Benefit cafeteria (flexible benefits)
• Extra days of vacation (for employees up to 33 years)
• Recreation compensation benefit
• Extra days off in special occasion (wedding, child birth, bereavement, etc.)
• Social impact volunteering activities

Expected date of completion of the selection process

31 October 2019 (there are still 12 more days)

Requirements for the employee

Candidates with education suit the position

University education (Bachelor's degree)

Language skills

English - Advanced (C1) and Slovak - Advanced (C1)


Brief description of the company

Hewlett Packard Enterprise provide solutions which enable companies to mobilize their business; mine all their data for insights, on an open, agile cloud; all this securely. We are the only company with the breadth and depth of innovative products and services to provide complete end-to-end solutions in big data, cloud, mobility and security, not just a disparate set of IT components.

Our key areas include:

• Infrastructure
• Services
• Software
• HPE Financial Services

We offer great and impactful initiatives for our employees and for society, from wellness, through diversity and inclusion, to amazing university hiring experiences, and much more.

Number of employees

200-249 employees

Company address

Hewlett-Packard Slovakia, s.r.o. Finančné oddelenie
Galvaniho 7, P.O.Box 43
820 02 Bratislava 22
ID: 3765487   Dátum zverejnenia: 17.9.2019   Základná zložka mzdy (brutto) a ďalšie odmeny:   3 200 - 4 400 EUR/BASE salary/gross/month - upon agreement and experience; salary split 80/20