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 contact for designated enterprise accounts within a specific territory.

• Comprehend customer business and IT challenges, linking them to HPE Networking results.

• Expand existing business, acquire new customers, and drive intricate solution sales across the HPE Networking range.

• Develop and maintain account plans with regular reviews and updates.

• Create business plans with clients across various functions and buyer levels, including management and executives.

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

• Employ consultative selling techniques to identify and progress lucrative opportunities.

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

• Take responsibility for quarterly, semi-annual, and annual sales goals.

• Keep a clean, weekly-updated pipeline using MEDDPICC methodology.

• Align customer needs with HPE capabilities and select either direct or channel routes to market.

• Coordinate accounts across different geographies with both global and local teams.

• Lead functional deal teams and involve specialists as necessary.

• Represent HPE to clients, including those at the C-suite level.

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

⛳️ Requirements

• A university or Bachelor's degree.

• 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 with and through channel partners.

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

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

• Preference for candidates residing near Springfield, Missouri.

• Familiarity with Layer 2 and Layer 3 concepts, VLANs, routing, and fabric fundamentals.

• Ability to prioritize and categorize accounts across a broad territory.

• Advanced skills in negotiation and closing deals.

• Proficient understanding of the HPE Networking portfolio, including Aruba, Juniper, Mist, GreenLake, HPE Financial, and Services.

• Capability to convert customer business challenges into HPE solutions.

• Experience in competitive selling, particularly against Cisco and Arista.

🏝️ Benefits

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

• Opportunities for personal and professional development.

• Flexibility in work arrangements and personal needs management.

• An inclusive workplace environment.

• Reasonable accommodations provided during the application and interview process.

• Employee benefits information available for US employees.