Territory Account Manager - Houston
About The Position
Hewlett Packard Enterprise is hiring a Territory Account Manager to lead customer relationships and sales across an assigned geographic territory. The role serves as the primary account contact for large named accounts, develops an understanding of customer business and IT needs, and drives customer value while maximizing company revenue and margin. The account manager specializes in a product or solution area and focuses on growing existing business, complex solutions, and new opportunities. Accounts may be managed remotely, with support primarily from presales and inside sales teams. The position is designated Remote/Teleworker, meaning the employee will primarily work from home. The role requires substantial direct customer engagement and collaboration with external partners, internal specialists, and global and local teams. The account manager develops customer business plans, manages sales opportunities and pipelines, negotiates and closes complex deals, and is accountable for sales quota and margin outcomes. HPE describes its culture as inclusive and supportive of professional development, employee wellbeing, and flexibility in managing work and personal needs.
Requirements
- University or bachelor's degree.
- Typically 3–7 years of relevant experience.
- Industry experience.
- Experience in a product specialty such as computers, printers, servers, or storage.
- Detailed knowledge of key customer types or customers for the relevant products.
- Expertise within the company, with other sales representatives and/or first-level managers seeking the candidate's input.
- Good leadership skills and cross-functional expertise.
- Good time-management skills.
- Broad understanding of customer needs and the ability to apply standard and creative solutions in an industry or market context.
- Ability to coordinate multiple internal and external partners at multiple levels to deliver solution sales.
- Ability to build high-level customer relationships and work with management and executive stakeholders in lines of business.
- Partner-organization intelligence and partner-management skills.
- Advanced sales negotiation and deal-closing skills.
- Knowledge of the client's industry and ability to connect customer business issues with 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 for complex solutions.
- Competitive selling skills and ability to sell across platforms and specialties.
Responsibilities
- Build growth opportunities using the account planning process and manage the process through scheduled reviews and updates.
- Work extensively with external partners to deliver solution sales.
- Spend significant time with customers and engage stakeholders at all levels, particularly management.
- Develop business plans in conjunction with customers.
- Use consultative-selling techniques to identify and advance opportunities that generate ongoing profitable revenue growth.
- Maintain customer loyalty and build trust and integrity.
- Achieve and manage quarterly, half-yearly, and annual quota and/or margin.
- Enter opportunities in the pipeline tool and update them weekly.
- Recommend and implement industry-leading pipeline management practices.
- 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 supply chain, such as Volume Direct or Indirect.
- Identify and lead account resources to coordinate account management and achieve business results.
- Manage end-to-end sales processes for large deals and drive strategic sales activity for complex solutions.
- Keep abreast of client-industry trends and lead discussions with IT about strategic direction and relevant solutions.
Benefits
- A comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
- Programs to support career development and individual career goals.
- Flexibility to manage work and personal needs.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
