Sales Territory Manager - HPE Networking - Higher Education (South Florida)

Hewlett Packard Enterprise•West Palm Beach, FL

1d•$231,000 - $543,000•Remote

About The Position

The Sales Territory Manager – Higher Education is responsible for growing existing business, winning new customers, and selling complex solutions across HPE’s Networking portfolio in South Florida. The role is supported by presales engineers, inside sales, and channel partners, and involves spending most working time with customers outside the office. The position is designated Remote/Teleworker, with work primarily performed from home, and requires regular travel to customer sites. The manager develops account plans and long-term pipelines, manages large and complex opportunities, and drives profitable revenue growth and quota attainment. The role builds executive-level customer relationships, works extensively with external partners, coordinates account activity and forecasts, negotiates solution sales, and connects customer requirements with HPE capabilities and supply-chain options. It also contributes to future business planning and serves as a first interface for international accounts in coordination with global and local teams.

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.
Multiple, diverse selling responsibilities and experience in a related industry.
Highly experienced in product specialty areas including Branch, Campus, and Data Center Networking.
Candidate must reside in the greater South Florida region and be able to travel regularly to customer sites.
Expertise managing end-to-end sales processes for complex, large deals.
Strong customer-management and relationship-building skills, particularly with business executives and sometimes board-level stakeholders.
Advanced negotiation skills, including positioning solution value under pricing pressure.
Ability to motivate partners to sell company solutions and work with multiple partners to engage clients in business solutions.
Ability to use financial-selling techniques to position value and advance sales motions.
Knowledge of the client’s industry and ability to keep abreast of trends and lead strategic discussions with IT.
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 on complex, large deals.
Strong competitive-selling skills and ability to sell across platform and specialty.
Excellent time-management and presentation skills.

Nice To Haves

Advanced degree or MBA.
Viewed as an expert in the field by the company and customers, and able to mentor selling strategy, including strategy design.

Responsibilities

Develop account plans and long-term sales pipelines to increase the company’s market share.
Focus on larger deals and opportunities, portfolio value and volume 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.
Work extensively with and leverage a diverse set of external partners.
Build strong professional relationships with key IT and business executives, including C-level executives.
Use consultative-selling techniques to identify and advance opportunities that produce ongoing profitable revenue growth.
Maintain customer loyalty and build trust and integrity.
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 client dialogue.
Actively manage accounts to protect and grow the company’s business, coordinating 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 teams.
Identify customer requirements, match them with company capabilities, and select the appropriate supply-chain route (Volume Direct or Indirect).