Territory Account Manager, SLED (Columbus, OH)

Hewlett Packard Enterprise • Columbus, OH

1d • Remote

About The Position

Territory Account Manager, SLED (Columbus, OH) 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: We are looking for a Territory Account Manager to join us in HPE Networking! In this amazing role, Account Manger drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. Will have named accounts allocated and or cover a designated geography, Responsibilities Handling K12 and Local Government. Develops long term sales pipeline to increase the company’s market share in specialized area. Use expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline. Set direction for business development and solution replication. Creates and grows reference customers. Sell complex products or solutions to customers on a partnership basis. Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry. Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions. Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities. Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics. Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

Requirements

• University or Bachelor's degree; Advanced degree or MBA preferred.
• Typically 12+ years of sales experience.
• 5+ years higher education or state account management experience.
• Experience in related industry.
• Is considered a master in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large, complex solutions.
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
• Uses expertise specialty, consultative solution selling and business development skills to align the client’s business needs with solution.
• In-depth knowledge of client’s business, organizational structure, business processes and financial structure.
• Considerable knowledge of the customer’s infrastructure and architecture
• Demonstrates leadership and initiative in successfully driving services sales in accounts – prospecting, negotiating and closing deals.
• Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
• Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
• Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
• Excellent project oversight skills.
• Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
• 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 (Inactive)
• Long Term Planning
• Managing Ambiguity

Responsibilities

• Handling K12 and Local Government.
• Develops long term sales pipeline to increase the company’s market share in specialized area.
• Use expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline.
• Set direction for business development and solution replication.
• Creates and grows reference customers.
• Sell complex products or solutions to customers on a partnership basis.
• Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
• Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
• Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
• Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

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.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level