Apr 18, 2018
Territory Account Manager Job Description: Hewlett Packard Enterprise is an industry leading Technology Company that enables customers to go further, faster. With the industry’s most comprehensive portfolio, spanning the cloud to the data center to workplace applications, our technology and services help customers around the world make IT more efficient, more productive and more secure. The role will serve as the business sales lead for an assigned territory and or a group of mid-sized named accounts. The candidate will need understands a client’s critical business priorities and supporting IT challenges and requirements. Focuses on driving value for the client, while maximizing competitive share, revenue, and margin for the company. Identifies, qualifies, and closes new business in collaboration with HPE partners and resellers that results in substantial incremental revenue and margins to the company in addition to maintaining and expanding existing product and solution offerings. Responsible for representing company’s portfolio of products and services in a concise, relevant way that resonates with customers and highlights company’s key competitive strengths to drive a purchase decision. Accountable for achieving sales goals. May coordinate the overall account management activities with other company Business Organizations. May also be supported by presales, product/service specialists and inside sales support resources. Responsibilities Client/Account Relationship + Builds professional working relationships with the client, up to the executive level. + Leverages executive sponsors and other company resources to strengthen the company's relationship and credibility with client influencers and decision makers. + Researches and understands the client’s industry, and develops a core understanding of client business needs and challenges. + Uses a consultative-selling approach to identify and advance opportunities that result in profitable revenue growth for the company. + Demonstrates breadth and depth of knowledge in aligning company capabilities to client business and IT priorities, and positioning relative to competitors. + Advocates for client needs during sales cycle and in addressing any delivery issues. + Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports. Business Management + Builds and executes an Territory Business Plan (TBP) that includes both transactional and strategic initiatives to grow the company's presence and share in the assigned territory. + Actively drives TBP results through effective territory management and reviews. + Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close. + Nurtures and closes new solution opportunities that result in incremental orders, revenue, and margins to the company. + Represents the entire company portfolio of products and services. + Engages with Solution Opportunity Approval & Review process (SOAR). + Protects the company’s position and focuses on generating new business. + Engages partners effectively to improve win rates and delivery of selective deals. + Meets or exceeds quarterly and annual revenue & margin quotas. + Participates in/drives Account Team Unit Management + Orchestrates all company resources and sponsorship essential for executing the account business plan. + Engages and manages team members in presales, sales specialists and inside sales to support complex deals. + Drives integrated planning and execution; coordinates both sales and BU delivery organizations to ensure aligned client engagement and service. + Effectively engages and leverages executive sponsors. + Engages company sales specialists, channel and alliance partners to fully leverage Company's portfolio and improve win rate of selective deals. + Interfaces with both internal and external industry experts to anticipate client needs and facilitate solution development. Education and Experience + University or Bachelor’s Degree; advanced degree or MBA desired. + Experience in IT industry. + Experience in finance industry preferred. + Typically 3-5 years account management experience or similar. Knowledge and Skills Account/Business Development + Builds strong consultative relationships with key client business managers and IT executives with a focus on addressing business needs. + Negotiates at the business manager and IT executive level. + Focuses on business challenges that can be neabled by IT solutions and drivers to position himself/herself as a trusted advisor within IT operations and business. + Knowledge of client procurement processes and key decision criteria for winning new and / or maintaining existing business. + Submits timely and accurate forecasts and continually coaches team to do same. + Knowledge of strong financial-selling concepts in support of business cases for company solutions. + Knowledge and mastery of company’s sales tools and processes . + Account/Team Leadership. + Ability to manage dedicated global virtual teams (including people management). + Demonstrated capability in managing medium to large accounts. + Strong presentation and communication skills at the business manager level. + Expertise in managing end- to-end sales processes in large deals with a few cross-portfolios. + Adheres to SBC and company’s code of ethics. Industry Acumen + Solid level of IT industry acumen as well as a strong knowledge of the Financial Services Industry; keeps current with trends and be able to converse with client on issues and challenges. Portfolio Knowledge + Knowledge of the company’s breadth of solutions and engages appropriate specialist resources as needed. Impact/Scope + Typically manages 20 plus accounts. + Typically qualifies and closes deals of moderate to high complexity, often in collaboration with HPE reseller partners. + Works with first-level, mid-level and executive decision-makers in the client organization. Complexity + Leads sales engagements requiring moderate to high complexity, scheduling and coordination to meet client business requirements. + Orchestrates regional pursuit resources for the account. + Consults client on IT and business growth strategies. Job: Sales Job Level: Expert Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities. HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories. Hewlett Packard Enterprise Technology innovation that fosters business transformation. We Are In the Acceleration Business We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives. Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed. Standards of business conduct (SBC): The Hewlett Packard Enterprise Standards of Business Conduct (SBC) embody the fundamental principles that govern our ethical and legal obligations to Hewlett Packard Enterprise. They pertain not only to our conduct within the company but also to conduct involving our customers, channel partners, suppliers and competitors. Read more about how we win the right way. Equal Opportunity Employer (EEO): Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law. Please click here: Equal Employment Opportunity. If you’d like more information about your EEO right as an applicant under the law, please click here: Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law - Supplement Accessibility Hewlett Packard Enterprise is committed to working with and providing reasonable accommodation to qualified individuals with physical and mental disabilities. If you need assistance in filling out the employment application or require a reasonable accommodation while seeking employment, please e-mail email@example.com. Note: This option is reserved for applicants needing a reasonable accommodation related to a disability.
Hewlett Packard 309 W Washington St, Chicago, IL 60606, USA