Territory Account Manager - HPE1US1166728EXTERNALENUS

　　DESCRIPTION/RESPONSIBILITIES:Territory Account Manager

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

　　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 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. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

　　Responsibilities: * 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.

　　Education and Experience Required: * University or Bachelor's degree preferred. * Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings. * Extensive vertical industry knowledge and advanced degree of selling skills. * Typically 5-8 years of experience as referenced above. * Account management experience required. * Experience in product specialty (computers, printers, servers, storage).

　　Knowledge and Skills: * 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 th 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 We Can Offer You:Health & WellbeingWe 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 DevelopmentWe 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.

　　Diversity, Inclusion & BelongingWe are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.

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　　Job:SalesJob Level:Master

　　States with Pay Range RequirementThe expected salary/wage range for a U.S. -based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. 

　　Annual Salary: $204,600.00 - $459,900.00

　　HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse 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 F/M/Protected