Territory Account Manager

This is a fully remote position, open to applicants in Kansas, +1 more state.

📋 Description

• Act as the primary account lead and sole point of contact for designated enterprise accounts within a specific territory.

• Manage customer relationships from the initial engagement phase through to ongoing growth.

• Comprehend the business and IT challenges faced by customers and align them with HPE Networking outcomes.

• Expand existing business, acquire new clients, and drive complex solution sales across the HPE Networking portfolio.

• Collaborate with presales engineers, inside sales teams, and channel partners.

• Create and uphold structured account plans with scheduled reviews and updates.

• Formulate business plans in partnership with customers.

• Dedicate considerable time to engage with customers and channel partners, including management and executive-level stakeholders.

• Employ consultative selling techniques to identify and progress opportunities.

• Foster customer trust and loyalty to facilitate renewals and expansions.

• Be accountable for quarterly, semi-annual, and annual sales targets.

• Maintain an organized and regularly updated pipeline utilizing MEDDPICC criteria.

• Align customer requirements with HPE capabilities and determine suitable direct or channel market routes.

• Coordinate accounts across different regions while engaging with both global and local teams.

• Lead functional deal teams and engage relevant specialists as needed.

• Represent HPE to customers, including interactions at the C-suite level.

⛳️ Requirements

• A University or Bachelor's degree is required.

• Approximately 5 to 10 years of experience in enterprise or large-account sales, preferably in networking, infrastructure, or a related technology field.

• Proven ability to navigate the complexities of large, intricate accounts.

• Experience in selling alongside and through channel partners.

• Knowledge of networking or related products, or the ability to quickly acquire knowledge in a new technical area.

• Industry experience and the capability to engage credibly with enterprise IT leaders.

• Preference for candidates residing near Springfield, Missouri.

• Strong leadership and cross-functional collaboration abilities.

• Effective time management skills.

• Proficient in building executive relationships.

• Experience in partner relationship management.

• Advanced skills in negotiation and closing deals.

• Familiarity with the HPE Networking portfolio, including Aruba, Juniper, Mist, GreenLake, HPE Financial, and Services.

• Understanding of Layer 2 and Layer 3 concepts, VLANs, routing, and fabric fundamentals.

• Competitive selling experience, particularly against Cisco and Arista.

• Ability to translate customer business challenges into HPE solutions.

• Capability to develop and implement local brand awareness campaigns through social media and marketing.

🏝️ Benefits

• Comprehensive health and wellness benefits that support physical, financial, and emotional wellbeing.

• Opportunities for personal and professional development.

• Flexible management of work-life balance.

• An inclusive work environment.

• Reasonable accommodations available during the application or interview process for candidates with disabilities.

• Employee benefits information is accessible for US employees.