Networking Sales Territory Manager - Higher Education (Florida)

Hewlett Packard Enterprise•Miami, FL

6d•$231,000 - $543,000•Remote

About The Position

The Sales Territory Manager – Higher Education grows existing business, wins new customers, and drives complex solution sales across Hewlett Packard Enterprise’s Networking portfolio. The role is supported by presales engineers, inside sales, and channel partners, and spends substantial time meeting customers outside the office. It focuses on higher education accounts in Florida, with the candidate required to reside in the greater South Florida region and travel regularly to customer sites. The position develops account plans and sales pipelines, manages account activity and forecasts, and pursues quarterly, half-yearly, and annual quota or margin goals. It builds executive relationships, uses consultative and financial selling techniques, negotiates complex solutions, and coordinates company, customer, and partner resources to deliver profitable growth. The role is designated Remote/Teleworker, meaning work is primarily from home.

Requirements

University or bachelor's degree.
10+ years of relevant selling experience, including diverse 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 to customer sites regularly.
Expertise in managing end-to-end sales processes for complex, large deals.
Strong executive-level customer relationship-building and management skills, including experience with business-line executives and sometimes board-level stakeholders.
Advanced sales negotiation skills and ability to position solution value amid pricing pressure from customer IT and procurement teams.
Strong time-management and presentation skills.
Ability to understand customer business issues and translate them into company solutions.
Knowledge of the company's breadth of solutions and ability to engage specialist resources as needed.
Ability to prioritize and drive strategic sales activity on complex, large deals.
Strong competitive selling skills and ability to sell across platforms and specialties.

Nice To Haves

Advanced degree or MBA.
Knowledge of how to motivate partners to sell company solutions.
Expertise in the technology or solution being presented.
Extensive partner-organization intelligence and ability to collaborate with multiple partners on client business solutions.
Experience using financial-selling techniques to position value and advance sales motions.
Relevant knowledge of client industries and ability to stay current on trends and lead strategic IT discussions.

Responsibilities

Develop account plans and long-term sales pipelines to increase market share.
Focus on larger deals and opportunities, manage value and/or volume portfolios, and sell company products and solutions.
Work with management on future business plans and independently determine methods for achieving them.
Work extensively with external partners and motivate partners to sell company solutions.
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.
Advocate for client needs in solution negotiations and resolve delivery issues.
Develop business plans with customers and analyze client industry and competitive information to support customer discussions.
Manage accounts to protect and grow company business; coordinate forecasts, planning, and reporting; and direct account activity.
Generate new business and build, monitor, and manage sales pipeline activity.
Achieve and manage quarterly, half-yearly, and annual quota and/or margin goals.
Enter opportunities in the pipeline tool and update them weekly.
Develop a list of customers willing to serve as references in person or in print.
Implement margin recovery activities and strategies.
Serve 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 supply chain (Volume Direct or Indirect).