Andrew Silverman

Experience

• 

  Hewlett Packard Enterprise

  Nov 2009 - Jul 2018

  - Responsible for sales management of HPE services and solutions for Enterprise & Global customers such as Walmart Stores Inc., Tyson Foods Inc., Anheuser-Busch, State Farm Insurance, and 35+ other accounts in Midwest/South US area.- Develop executive sponsorship with top-level influencers to build strong relationships with key decision makers- Utilize a strategic approach for selling multiple complex solutions with multiple buying influencers- Apply time-management skills to planning and managing projects- Continuously evaluating revenue targets and ensuring proper time & resource investment to produce greater returns- Trusted advisor to customers with services & solutions requirements to meet their goals- Help customers transition to new style of IT while protecting their existing environment and enabling their end users to be successful- Collaborate effectively with the core HPE account team to provide complete solutions- Focus on uncovering new business opportunities- Articulate HPE’s portfolio of Pointnext support and consulting services- Successfully secured a $8.4M service agreement with the world’s largest retailer under cost constraints- Led the closure of a $1M net new service agreement with one of the top three credit reporting bureaus Show less - Handled HPE support renewal agreements for Walmart Stores Inc., Hertz Corporation, Tyson Foods Inc., ONEOK Inc., ONE Gas Inc., Toyota Motors Corporation, H&R Block Inc., & Pella Corporation- Proactively drove and maximized renewal and annuity rates- Focused on conversion of new support contracts, up-selling environments, and uncovering new business opportunities- Collaborated effectively with my new business counterpart and the core HPE account team to provide complete solutions- Facilitated customer facing presentations and interaction- Served as an Advocate to the customer for services related issues to ensure customer satisfaction- Achieved 120% of quota($1.6M) for FY’14- Achieved 121% of quota($13.2M) for FY '15- Achieved 98% of quota($13.1M) for FY '16- Secured $20M+ in service agreements with both the world’s largest retailer and a top car rental provider YoY Show less - Aligned with our inside account managers covering the Mid-size Commercial space - Specified to be the inside account managers Technology Services focal point- Increased the amount of attached HPE services to valid opportunities- Ensured that proper support and consulting services are offered- Informed our customers and partners aware of all HPE services available- Worked with my inside account managers to increase their knowledge of HPE services and how to articulate that to our partners and customers- Worked service issues and escalations to resolution Show less - Served as Subject Matter Expert (SME) in VMware subject category - Handled majority (~ 95%) of inbound calls and emails in regards to VMware issues- Worked with HPE sales reps and partners for sales support- Engaged in calls between customer and HPE to give insight on HPE’s support of VMware products- Converted VMware part numbers to HPE part numbers for proper contract structure - Performed reconciliation efforts between customer’s HPE support contracts and VMware direct- Assisted with other various emails/call that come into the Presales node Show less

  • Services Sales Executive

    Nov 2016 - Jul 2018

  • Annuity Sales Specialist

    Feb 2014 - Oct 2016

  • Inside Sales Specialist

    Jan 2013 - Jan 2014

  • Presales Specialist

    Mar 2012 - Mar 2013

  • Inside Sales Representative

    Nov 2009 - Feb 2012
• 

  Verizon Business

  Jul 2018 - Nov 2019

  Senior Client Executive

  - Identify and develop C-level executive relationships with newly identified customers and within assigned account portfolio- Develop strategic solutions based on industry trending and customer analysis, which includes preparing executive profiles, and continuous study of assigned accounts’ industry, business challenges, and trends.- Prepare accurate sales forecasts, account status reports, and recommendations to enhance account growth and new revenue potential- Participate in contract negotiations.- Articulate client business value with consultative selling approaches- Develop strategic solution proposals and recommendation to present directly to clients- Work in a dynamic environment with a proven ability to balance competing demands and priorities as well as operate independently while building a successful sales pipeline/channel- Collaborate with colleagues and channel partners to develop creative solutions Show less

• 

  Hewlett Packard Enterprise

  Nov 2019 - now

  Customer Success Manager

  - Plan and direct the delivery of contracted business activities throughout the contract’s lifecycle for GreenLake contracts.- Accountable for the financial performance of the contract – in terms of Revenue / Margin and Growth potential on GreenLake contracts.- Accountable for customer satisfaction with respect to GreenLake services.- Establishes yearly budgets and controls expenses to achieve financial goals.- Directs solution, operational service, partner, and sub-contractor teams that deliver services to the customer.- Leads the account leadership team which is comprised of Sales, Presales, Delivery Management- As appropriate to the contract agreement, assures compliance with the company and customer’s HR, PR, legal, financial, ethics and government related policies, strategies, and processes.- Directs the planning, assessment and development of new business opportunities in partnership with the company sales team.- Develops and nurtures senior mgmt or executive-level relationships with the customer.- Significant contributor to the development of long-term strategic account plan; leads substantial portions of the strategic account plan.- Proactively contributes to the customer’s business improvement, planning and budgeting process.- Develops strategies and processes with the customer in areas such as performance metrics and measure, escalation change management and communication.- Maintains effective communication with and between all functional areas of the account team, as well as with the supporting BUs including its executive leaders.- Establishes and oversees a client governance structure that comprises comprehensive, coherent processes and communications between customer, the company, service providers, and partners.- Leads the Customer Management Office which includes delivery resources.- Generates additional revenue thru new technology growth with the customer and manages consumption usage to profitable levels Show less