Note: The job is a remote job and is open to candidates in USA. Hewlett Packard Enterprise is a global edge-to-cloud company that helps organizations connect, protect, analyze, and act on their data. They are seeking a Territory Account Manager to lead enterprise accounts, understand customer challenges, and drive complex sales across the HPE Networking portfolio.
Responsibilities
- You are the account lead and single point of contact for a set of large, named enterprise accounts in an assigned territory
- You own the relationship top to bottom
- Your job is to understand each customer's business and IT challenges, then connect them to the right HPE Networking outcome, whether that is campus and branch (Aruba), data center and WAN (Juniper), AI operations (Mist and Marvis), or a consumption model through HPE GreenLake
- You are focused on growing the base business, landing new logos, and driving complex solution sales across the HPE Networking portfolio
- You are supported by presales engineers, inside sales, and our channel partners
- Most of your time is spent outside the office, in front of customers
- Build growth into every account through disciplined account planning, and keep that plan alive with scheduled reviews and updates
- Spend real time with your channel partners
- Spend the majority of your time with customers, across a wide set of functions and buyers, with a heavy focus at the management and executive level
- Use consultative selling to find and advance opportunities that turn into durable, profitable growth
- Earn the right to sell before you sell
- Lead with the customer's business problem, not feeds and speeds
- Build trust and loyalty that shows up in customer surveys and, more importantly, in renewals and expansion
- Own your quarterly, half, and annual number
- Run a clean pipeline
- Match customer requirements to HPE capability and pick the right route to market, direct or through the channel
- Act as the first interface for accounts that span geographies, working with global and local teams to keep everything coordinated
Skills
- University or Bachelor's degree
- Roughly 5 to 10 years in enterprise or large-account sales, ideally in networking, infrastructure, or an adjacent technology space
- A track record you can back up, with real detail on how you navigated the politics of a large, complex account, not just the number at the end
- Experience selling with and through channel partners
- Networking or networking-adjacent product knowledge, or clear evidence you can pick up a new technical space quickly
- Industry experience and the ability to speak credibly to enterprise IT leaders about where the market is going
- You bring advanced expertise and you are seen as the person others come to
- You contribute new ideas and better ways of working, not just execution
- You take on complex problems where the answer requires digging into a lot of factors and thinking it through
- You lead functional deal teams and pull in the right specialists at the right time
- You represent HPE to customers at every level, up to and including the C-suite
- You use real independent judgment to decide how to get the work done and hit the number
- You make the people around you better
- Build growth into every account through disciplined account planning, and keep that plan alive with scheduled reviews and updates
- Spend real time with your channel partners
- Spend the majority of your time with customers, across a wide set of functions and buyers, with a heavy focus at the management and executive level
- Use consultative selling to find and advance opportunities that turn into durable, profitable growth
- Build trust and loyalty that shows up in customer surveys and, more importantly, in renewals and expansion
- Own your quarterly, half, and annual number
- Run a clean pipeline
- Match customer requirements to HPE capability and pick the right route to market, direct or through the channel
- Act as the first interface for accounts that span geographies, working with global and local teams to keep everything coordinated
- Curious by default
- High energy, and you bring it every day
- Consultative, not transactional
- Technically credible, or hungry enough to get there fast
- Coachable and self-aware
- Disciplined across a large territory
- A force multiplier
- Leadership and cross-functional pull, so you can align internal and external teams around a single deal
- Sharp time management
- The range to apply both standard and creative solutions to a customer's problem, tuned to their industry and their reality
- Executive relationship building across the customer's lines of business
- Build and execute local brand awareness campaigns via social and marketing
- Partner intelligence and the instinct to manage those relationships well
- Advanced negotiation and closing
- Command of the full HPE Networking portfolio (Aruba, Juniper, Mist, GreenLake, HPE Financial, and Services), and the judgment to bring in specialists when the deal calls for it
- The ability to translate a customer's business issue into an HPE solution, and to prioritize the activity that actually drives strategic wins
- Competitive selling instincts, especially against Cisco and Arista, grounded in a clear-eyed view of where HPE's self-driving story wins
Benefits
- Comprehensive suite of benefits that supports their physical, financial and emotional wellbeing
- Programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division
- Flexibility to manage our work and personal needs
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