Junior Territory Manager Mid-Atlantic VA / MD

Location: All, Virginia, United States of America; All, North Carolina, United States of America

Junior Territory Manager Mid-Atlantic VA / MD

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

Who We Are

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

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 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.

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 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 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.

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.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

What We Can Offer You

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.

Unconditional Inclusion

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