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.

• Gain insight into customer business and IT challenges while linking them to HPE Networking solutions.

• Expand existing business, acquire new clients, and spearhead intricate solution sales throughout HPE Networking.

• Oversee account planning, conduct regular account reviews, and provide updates.

• Create business plans in collaboration with customers and dedicate significant time to engaging with management and executive decision-makers.

• Collaborate with channel partners such as WWT, CDW, SHI, and DataVizion.

• Employ consultative selling techniques to identify and progress opportunities.

• Foster customer trust and loyalty to enhance renewals and growth.

• Take ownership of quarterly, semi-annual, and annual sales objectives.

• Maintain an organized, regularly updated pipeline using MEDDPICC methodology.

• Align customer needs with HPE's capabilities and determine the appropriate direct or channel route to market.

• Manage accounts across different regions in collaboration with global and local teams.

• Lead functional deal teams and engage specialists as necessary.

• Represent HPE to customers, including C-suite executives.

• Develop and implement local brand awareness initiatives through social media and marketing efforts.

⛳️ Requirements

• Bachelor's degree or equivalent university education.

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

• Proven ability to navigate the complexities and politics of large accounts.

• Experience in selling with and through channel partners.

• Knowledge of networking or related products, or the capability to swiftly learn a new technical domain.

• Industry experience with the ability to communicate effectively with enterprise IT leaders.

• Preference for candidates residing near Springfield, Missouri.

• Leadership skills and experience in cross-functional deal-team coordination.

• Excellent time management capabilities.

• Ability to build executive-level relationships across various customer business units.

• Experience in creating and executing local brand awareness initiatives via social media and marketing.

• Skills in partner relationship management.

• Advanced negotiation and closing abilities.

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

• Capability to translate customer business challenges into HPE solutions.

• Strong competitive selling skills, particularly against Cisco and Arista.

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

🏝️ Benefits

• Comprehensive health, financial, and emotional wellbeing benefits for team members and their families.

• Opportunities for personal and professional growth through development programs.

• Flexible work arrangements to accommodate personal and professional needs.

• A diverse and inclusive workplace environment.

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

• Access to benefits information via the HPE employee benefits portal.