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Territory Account Manager

1 month ago

Sydney, New South Wales, Australia Hewlett Packard Enterprise Full time

Territory Account Manager

This role has been designed as 'Hybrid' with an expectation that you will work on average 2 days per week from an HPE office.

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 onfinding 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:

The Territory Account Manager 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. They specialize 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 and is supported primarily by presales and inside sales resources. These jobs focus on selling to customers, typically through work that occurs outside HPE offices.

They apply 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.

Your Key Responsibilities:

  • Coordinates/Owns account plans for commercial and mid-market 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 a solution to the customer.
  • 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.
  • Contributes to or designs sales policy and strategy for assigned business segment.

About You

  • Detailed knowledge of key customer types or customers on given products.
  • 3-5 years of experience. Account management experience required
  • Experience in product specialty (computers, printers, servers, storage)
  • Inside Account experience of large commercial of large complexity.
  • 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.

Additional Skills:

Accountability, Accountability, Active Learning (Inactive), 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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

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

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

Let's Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

Job:

Sales

Job Level:

Intermediate

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity .

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.

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