Territory Account Manager

Territory Account Manager

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.

Job Description:

Job Family Definition:

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 ma aged 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.

Management Level Definition:

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 and mid-market 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 drive recommendation to improve ratios
• Works with and leverages external partners to deliver a solution to the customer.
• 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.
• Contributes to or designs sales policy and strategy for assigned business segment.
• Education and Experience Required:
• 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.

Knowledge and Skills:

• 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 or 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.

Accountability, Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific 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.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

Job:

Sales

Job Level:

Intermediate

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

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.