Networking Sales Territory Manager - Higher Education (Florida)

Hewlett Packard Enterprise • Orlando, FL

8d • $231,000 - $543,000 • Remote

About The Position

The Sales Territory Manager - Higher Education is responsible for growing existing business, winning new customers, and driving complex solution sales across Hewlett Packard Enterprise’s Networking portfolio. The role is supported by presales engineers, inside sales, and channel partners, and involves spending most of the working time outside the office with customers. The position is designated Remote/Teleworker, primarily working from home, and the candidate must reside in the greater South Florida region and travel regularly to customer sites.

The manager owns customer account direction and sales performance, developing account plans and pipelines, coordinating forecasts and reporting, and achieving quarterly, half-yearly, and annual quota and/or margin targets. The role calls for consultative, value-based selling and extensive collaboration with customers, executives, internal teams, and external partners to develop business plans, advance complex opportunities, and grow profitable revenue. The expected annual combined base and target-level sales compensation is USD 231,000–543,000 in Florida, assuming 100% sales-plan attainment; the stated mix is 50% base salary and 50% target-level sales compensation.

Requirements

• University or bachelor's degree.
• 10+ years of experience in the referenced selling responsibilities.
• 5 years of commercial and/or SLED (State Local Education) account management experience.
• Highly experienced in Branch, Campus, and Data Center Networking product specialties.
• Experience in a related industry.
• Must reside in the greater South Florida region and be able to travel regularly to customer sites.
• Experience with multiple and diverse selling responsibilities.
• Expertise in the field, including mentoring selling strategy and designing strategy.
• Ability to motivate partners to sell company solutions.
• Excellent time-management and presentation skills; serves as a go-to expert for the technology or solution presented.
• Strong customer-management and relationship-building skills, especially with line-of-business executives and sometimes board-level stakeholders.
• High-level negotiation skills and ability to negotiate complex sales and position solution value amid customer pricing pressure.
• Extensive partner-organization knowledge and ability to work with multiple partners to engage clients in business solutions.
• Ability to use financial-selling techniques with clients and internally to position value and advance sales.
• Expertise managing end-to-end sales processes for complex, large deals.
• Relevant knowledge of clients' industries, including staying current on trends and leading discussions about strategic IT directions.
• Strong knowledge of the company's breadth of solutions and ability to engage specialist resources as needed.
• Ability to understand customer business issues and translate them into company solutions.
• Ability to prioritize and drive strategic sales activity for complex, large deals.
• Strong competitive-selling skills.
• Ability to sell across platform and specialty.

Nice To Haves

• Advanced degree or MBA.

Responsibilities

• Develop account plans and long-term sales pipelines to increase company market share.
• Focus on larger deals and opportunities, value and/or volume portfolio management, and selling a range of company products and solutions.
• Work with management to develop future business plans and independently determine methods for achieving them.
• Spend extensive time working with and leveraging a diverse set of external partners.
• Build professional relationships with key IT and business executives, including C-level executives.
• Use consultative-selling techniques to identify and advance opportunities that generate ongoing profitable revenue growth.
• Maintain customer loyalty and build trust and integrity, as indicated by company surveys and reports.
• Advocate for client needs when negotiating solution sales and troubleshooting delivery issues.
• Develop business plans in conjunction with customers.
• Analyze client-industry and competitive research to facilitate substantive client dialogue.
• Manage accounts to protect and grow company business, coordinating account forecasts, planning, and reporting.
• Direct and coordinate all activity on assigned accounts.
• Generate new business and build, monitor, and manage sales pipeline activity.
• Achieve and manage quarterly, half-yearly, and annual quota and/or margin.
• Enter all opportunities in the pipeline tool and update them weekly.
• Build a list of customers willing to serve as references in person or in print.
• Implement margin recovery activities and strategies.
• Act as a first interface for international accounts in collaboration with global and local business teams.
• Identify customer requirements, match them with company capabilities, and select the appropriate company supply chain route (Volume Direct or Indirect).

Benefits

• The company describes a comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
• Career and professional development programs.

What This Job Offers

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