Hewlett Packard Enterprise Company Territory Manager - Named Accounts in Plano, Texas

Territory Manager - Named Accounts

Job Description:

Serves as the overall account lead (single point of contact) for numerous, large named accounts in an assigned country, geographic territory and/or industry; understands a client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in a value or volume specialty (computers, servers, storage, services, printers) with focus on growing the base business, complex solutions, and new business opportunities. Accounts may be managed remotely. Is supported primarily by presales and inside sales resources. These jobs focus on selling to customers, typically through work that occurs outside the company offices.

Responsibilities:

  • Develops account plans and long-term sales pipeline to increase the company's market share.

  • Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions.

  • Works with management to develop future business plans; independently determines methods for achieving plans.

  • Extensive time spent working with and leveraging a diverse set of external partners.

  • Builds strong professional relationships with key IT and business executives, including C level Executives.

  • Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.

  • Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.

  • Advocates for client needs in negotiating solution sales and troubleshooting delivery issues.

  • Develops business plan in conjunction with the customer.

  • Analyzes client industry and competitive research and information to facilitate rich client dialogue.

  • Actively manages the account to protect and grow the company's business; coordinates all account forecasts, planning and reporting.

  • Directs and coordinates all activity on account(s).

  • Focuses on generating new business and builds, monitors and manages sales pipeline activity.

  • Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.

  • Enters all opportunities in pipeline tool and updates them weekly

  • Builds a list of customers willing to be a reference in person or print.

  • Ability to implement margin recovery activities/strategies.

  • Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.

  • Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect).

Education and Experience Required:

  • University or Bachelor's degree; Advanced degree or MBA preferred.

  • Prior selling experience includes multiple, diverse set of selling responsibilities.

  • Viewed as expert in given field by company and customer; is a mentor of selling strategy, including designing strategy.

  • Typically 12+ years of experience as referenced above.

  • 5 years commercial account management experience.

  • Highly experienced in product specialty (computers, printers, servers, storage).

  • Experience in related industry.

Knowledge and Skills:

  • Knows how to motivate partners to sell our solutions.

  • Have excellent time management skills and presentation skills. Is the go to expert for the technology or solution being presented.

  • Strong high-level customer management relationship building, especially working with executives in lines of business, and sometime board level.

  • High level of negotiation skills at high level customer management.

  • Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals.- proactive presentation of value solutions

  • Extensive partner organization intelligence and ability to work closely with multiple partners, to engage the client in business solutions.

  • Uses financial-selling techniques with the client and company internal to position value and advance sales motions.

  • Expertise in managing end- to-end sales processes in complex, large deals.

  • Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.

  • Strong knowledge of the company's breadth of solutions and engages specialist resources as needed.

  • Ability to understand the customer's business issues and translate to the company's solutions.

  • Ability to prioritize and drive strategic sales activity on a complex, large deal basis.

  • Excels in competitive selling skills.

  • Sell across platform and specialty.

*LI-DR1

Job:

Sales

Job Level:

Master

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.

Hewlett Packard Enterprise

Technology innovation that fosters business transformation.

We Are In the Acceleration Business

We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives.

Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.

Standards of business conduct (SBC):

The Hewlett Packard Enterprise Standards of Business Conduct (SBC) embody the fundamental principles that govern our ethical and legal obligations to Hewlett Packard Enterprise. They pertain not only to our conduct within the company but also to conduct involving our customers, channel partners, suppliers and competitors.

Read more about how we win the right way.

Equal Opportunity Employer (EEO):

Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law.

If you’d like more information about your EEO right as an applicant under the law, please click here: Equal Employment Opportunity is the Law

Equal Employment Opportunity is the Law - Supplement

Accessibility

Hewlett Packard Enterprise is committed to working with and providing reasonable accommodation to qualified individuals with physical and mental disabilities. If you need assistance in filling out the employment application or require a reasonable accommodation while seeking employment, please e-mail globaltalentacquisition@hpe.com.

Note: This option is reserved for applicants needing a reasonable accommodation related to a disability.