[Hiring] Junior Territory Manager @Hewlett Packard Enterprise

Role Description

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

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 HPE offices.

Applies intermediate level of subject matter knowledge to solve a variety of common business issues. Works on problems of moderately complex scope. Acts as an informed team member providing analysis of information and limited project direction input. Exercises independent judgment within defined practices and procedures to determine appropriate action. Follows established guidelines and interprets policies. Evaluates unique circumstances and makes recommendations.

Responsibilities:

• Coordinates/Owns account plans for commercial accounts in the account planning process.
• Focuses on deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions.
• Uses specialty to leverage existing opportunities in account.
• Establishes a professional working relationship (up to the executive level) with clients, focusing mainly on specialist buyers, e.g. IT.
• Analyzes win/loss rates and drives recommendations to improve ratios.
• Works with and leverages external partners to deliver solution sale.
• Refers company volume products and certain value products to other specialists or partners as needed.
• Utilizes the support of pre-sales and specialists, and depending on account coverage with inside sales to lead deal pursuit.
• Responsible for achieving/managing quota based on regional guidelines.
• Enters and is accountable for all opportunities in pipeline tools and processes. Recommends and implements pipeline management practices.
• Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.
• Acts as a first interface for owned accounts in collaboration with members of global business teams.
• May train/coach and lead inside account reps/inside sales.
• Contributes to or designs sales policy and strategy for assigned business segment.

Qualifications

• University or Bachelor's degree preferred.
• Detailed knowledge of key customer types or customers on given products.
• Typically 3-5 years of experience as referenced above.
• Account management experience required.
• Experience in product specialty (computers, printers, servers, storage).
• Possible experience in industry.
• Inside account experience of large commercial of large complexity.

Requirements

• Solid IT acumen on how to align with specific company services or product lines.
• Partner organization intelligence aligned with partner management skills.
• Assess solution feasibility from a technical and business perspective to determine qualify-in/quality-out status.
• Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off.
• Negotiation skills and ability to frame the value proposition for the customer.
• Ability to utilize resources effectively in order to pursue revenue generating opportunities in the account.
• Ability to understand the customer's business issues and translate to company solutions.
• Enough knowledge about product, services and client's core business, to be able to sell transactionally, as well as generate leads.
• Ability to prioritize and drive strategic sales activity on multi-product basis or solution basis.
• Competitive selling skills.

Benefits

• Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial and emotional wellbeing.
• Personal & Professional Development: Specific programs catered to helping you reach any career goals you have.
• Unconditional Inclusion: We celebrate individual uniqueness and provide flexibility to manage work and personal needs.