Junior Territory Manager Mid-Atlantic VA / MD
About The Position
The Junior Territory Manager serves as the account lead for commercial accounts in an assigned geographic territory, building relationships with customers and understanding their business and IT challenges. The role focuses on growing business and revenue through the sale of HPE products and solutions, including specialty products, complex solutions, and new business opportunities. Accounts may be managed remotely, with support from presales, inside sales, specialists, and external partners. This position applies intermediate subject-matter knowledge to moderately complex business issues, exercises independent judgment within established guidelines, and contributes to sales policy and strategy for the assigned business segment. It is designated Remote/Teleworker, with the employee primarily working from home. The stated annual compensation range for Virginia is $125,000–$294,000 in combined base and target-level sales compensation, assuming 100% attainment of the sales plan; the target compensation mix is 50% base salary and 50% sales compensation.
Requirements
- Typically 3–5 years of relevant experience.
- Account management experience.
- Detailed knowledge of key customer types or customers for the relevant products.
- Experience in a product specialty such as computers, printers, servers, or storage.
- Experience in inside account sales for large, complex commercial accounts.
- Solid IT acumen and ability to align company services or product lines with customer needs.
- Partner-organization knowledge and partner-management skills.
- Ability to assess solution feasibility from technical and business perspectives and determine qualification status.
- Ability to develop and articulate solutions in the area of specialty from proposal through contract sign-off.
- Negotiation skills and ability to frame customer value propositions.
- Ability to use resources effectively to pursue revenue-generating account opportunities.
- Ability to understand customer business issues and translate them into company solutions.
- Sufficient product, services, and client-business knowledge to sell transactionally and generate leads.
- Ability to prioritize and drive strategic sales activity across multiple products or solutions.
- Competitive selling skills.
Nice To Haves
- University or bachelor's degree preferred.
- Possible experience in the industry.
Responsibilities
- Coordinate and own account plans for commercial accounts as part of the account-planning process.
- Manage deals and opportunities and a value and/or volume portfolio, selling a range of company products and solutions.
- Use area-of-specialty knowledge to develop existing account opportunities.
- Build professional working relationships with clients, including specialist buyers and contacts up to the executive level.
- Analyze win/loss rates and recommend ways to improve them.
- Work with external partners to deliver solution sales.
- Refer company volume products and certain value products to other specialists or partners as needed.
- Use presales, specialist, and, depending on account coverage, inside-sales support to lead deal pursuits.
- Achieve and manage quota in accordance with regional guidelines.
- Enter and maintain accountability for all opportunities in pipeline tools and processes; recommend and implement pipeline-management practices.
- Implement margin-recovery activities and strategies, with full or partial account ownership depending on account coverage.
- Serve as a first interface for owned accounts in collaboration with global business team members.
- May train, coach, and lead inside account representatives or inside sales.
- Contribute to or design sales policy and strategy for the assigned business segment.
Benefits
- Comprehensive benefits intended to support physical, financial, and emotional wellbeing of employees and their loved ones.
- Career development programs to support professional growth and career goals.
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What This Job Offers
Job Type
Full-time
Career Level
Entry Level
