Territory Account Manager, HP Enterprise
More information about location
Global edge-to-cloud company
Open for applications
Global edge-to-cloud company
1001+ employees
Open for applications
More information about location
1001+ employees
Company mission
To help customers use technology to turn ideas into value, and empower them to transform industries, markets and lives.
Role
Who you are
- Ability to handle most unique situations
- University or Bachelor's degree preferred
- Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings
- At least 2 years sales experience
- Fluent German is required
- Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs
- Ability to coordinate internal and external partners to deliver appropriate solution sale
- Able to interface with senior levels internal to the company and external client and partner groups
- Knows when to adjust business plans based on account and industry segment opportunities
- Use consultative selling skills to proactively help customer's with making IT business decisions
- Partner organization intelligence aligned with partner management skills
- Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off
- Ability to understand the customer's business issues and translate to the company's solutions
- Ability to prioritize and drive strategic sales activity on a solution basis
- Excels in competitive selling skills
- Needs a good understanding of the channel and how to partner
- Additional Skills:
- Accountability, Accountability, Active Learning, 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, Long Term Planning, Managing Ambiguity {+ 6 more}
What the job involves
- This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE office
- 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
- Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope
- May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process
- Exercises independent judgment to identify and select a solution
- May seek advice in order to make decisions on complex business issues
- Coordinates/Owns account plans for strategic commercial accounts in the account planning process
- Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions
- Uses specialty to leverage existing opportunities and branch into more than one BU in the account
- Establishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs
- Engages partners effectively to improve win rates on selective deals
- Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates
- Generates leads for company volume products and certain value products and collaborates with other specialists or partners as needed
- Responsible for achieving/managing quarterly, half yearly or yearly quota
- Enters opportunities in pipeline tools and updates them weekly. Recommends and Implements Pipeline management practices
- Sell solutions that include hardware, software and services
- Build and deploy a territory account plan that includes working with partners, specialists
- 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 international accounts in collaboration with members of global business teams, and local teams
- Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Direct or Indirect)
- Reviews and designs sales policy and strategy
Our take
Hewlett Packard Enterprise is a global edge-to-cloud company that delivers unique technology solutions. The company enables its clients to unlock value from all of their data, providing actionable insights that accelerate business outcomes.
Founded in 1937, the company has grown to become one of the world’s leading enterprise technology companies. Among its offerings are cloud services, high-performance computing & AI, Intelligent Edge, and storage – to help with business model development, engagement, performance, and more.
HP Enterprise has been incredibly focused on the optimization of its current offerings as well as setting the standard of future innovation with its ever-expanding portfolio. For example, its HPE Machine Learning Development System (launched in April 2022) removes barriers traditionally seen when incorporating AI and ML into products and services, enabling companies to realize the full potential of AI.
With its range of product announcements and launches (including HPE ProLiant Gen11 and HPE GreekLake) coupled with its strategic partnerships and acquisitions, HP Enterprise is well set to lead the next generation of enterprise software solutions.
Steph
Company Specialist at Welcome to the Jungle
Insights
11% employee growth in 12 months
Company
Company benefits
- 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
Articles
Leadership
Antonio Neri
(President & CEO)Previously served as the company's Executive VP before becoming the President & CEO. Worked at HP in a number of roles, including Senior VP and General Manager.
Salary benchmarks
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