Junior Territory Manager Mid-Atlantic VA / MD

Hewlett Packard Enterprise•All, VA

1d•Remote

About The Position

Hewlett Packard Enterprise is hiring a Junior Territory Manager for the Mid-Atlantic territory covering Virginia and Maryland. This remote/teleworker role is primarily home-based and focuses on managing commercial accounts, serving as an account lead, understanding customers’ business and IT needs, and growing revenue and margin through sales of company products and solutions. The role specializes in a value or volume product area and works with presales, inside sales, specialists, and external partners to pursue opportunities and deliver solutions. It applies intermediate subject-matter knowledge to moderately complex business issues, exercises independent judgment within established practices, and contributes to sales policy and strategy for the assigned segment.

Requirements

Account management experience.
Typically 3–5 years of relevant 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.
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 whether to qualify in or out.
Ability to conceptualize and articulate targeted solutions in the area of specialty, from proposal through contract sign-off.
Negotiation skills and ability to frame a customer value proposition.
Ability to use resources effectively to pursue revenue-generating account opportunities.
Ability to understand customer business issues and translate them into company solutions.
Sufficient knowledge of products, services, and clients’ core businesses 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.
Experience in inside account sales for large, complex commercial accounts.

Responsibilities

Coordinate and own account plans for commercial accounts through the account-planning process.
Manage deals and opportunities, portfolio value and/or volume, and sales of a range of company products and solutions.
Use specialty knowledge to develop existing account opportunities.
Build professional working relationships with client contacts, including executive-level stakeholders, with a primary focus on specialist buyers such as IT.
Analyze win/loss rates and recommend ways to improve them.
Work with and leverage external partners to deliver solution sales.
Refer volume products and certain value products to other specialists or partners when appropriate.
Use presales, specialist, and—depending on account coverage—inside-sales support to lead deal pursuits.
Achieve and manage quota according to regional guidelines.
Enter and maintain accountability for 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 staff.
Contribute to or design sales policy and strategy for the assigned business segment.