Territory Account Manager

Hewlett Packard Enterprise • All, IA

8d • $194,500 - $456,500 • Remote

About The Position

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Networking is going through the biggest shift of our careers. For thirty years we managed networks by hand: spanning tree, core-distribution-access, a human staring at a screen fixing something the network already knew was broken. That era is ending. HPE is building the self-driving network. Aruba, Juniper, and Mist AI, with Marvis reading telemetry, calling root cause, and taking action before a user ever files a ticket. Agentic AI is not a slide in our deck. It is running in production networks today, and enterprise customers are trying to figure out what it means for how they run their business. That is the conversation you get to lead. We are looking for someone with real intellectual curiosity, a person who wants to understand where this technology is going and can translate it into value a CIO cares about. If self-driving networks and AI-driven operations genuinely interest you, this is one of the best seats in the industry.

The Role You are the account lead and single point of contact for a set of large, named enterprise accounts in an assigned territory. You own the relationship top to bottom. Your job is to understand each customer's business and IT challenges, then connect them to the right HPE Networking outcome, whether that is campus and branch (Aruba), data center and WAN (Juniper), AI operations (Mist and Marvis), or a consumption model through HPE GreenLake. You are focused on growing the base business, landing new logos, and driving complex solution sales across the HPE Networking portfolio. You are supported by presales engineers, inside sales, and our channel partners. Most of your time is spent outside the office, in front of customers.

Requirements

• University or Bachelor's degree.
• Roughly 5 to 10 years in enterprise or large-account sales, ideally in networking, infrastructure, or an adjacent technology space.
• A track record you can back up, with real detail on how you navigated the politics of a large, complex account, not just the number at the end.
• Experience selling with and through channel partners.
• Networking or networking-adjacent product knowledge, or clear evidence you can pick up a new technical space quickly.
• Industry experience and the ability to speak credibly to enterprise IT leaders about where the market is going.
• Leadership and cross-functional pull, so you can align internal and external teams around a single deal.
• Sharp time management. You protect your calendar and spend it on what moves the number.
• The range to apply both standard and creative solutions to a customer's problem, tuned to their industry and their reality.
• Executive relationship building across the customer's lines of business.
• Build and execute local brand awareness campaigns via social and marketing.
• Partner intelligence and the instinct to manage those relationships well.
• Advanced negotiation and closing.
• Command of the full HPE Networking portfolio (Aruba, Juniper, Mist, GreenLake, HPE Financial, and Services), and the judgment to bring in specialists when the deal calls for it.
• The ability to translate a customer's business issue into an HPE solution, and to prioritize the activity that actually drives strategic wins.
• Competitive selling instincts, especially against Cisco and Arista, grounded in a clear-eyed view of where HPE's self-driving story wins.
• Curious by default. You read, you listen, you tinker.
• High energy, and you bring it every day.
• Consultative, not transactional.
• Technically credible, or hungry enough to get there fast.
• Coachable and self-aware.
• Disciplined across a large territory.
• A force multiplier. You raise the level of the team. You share what you know, you help others get better, and people are glad you are in the room.
• Relationships alone will not cut it. We have learned the hard way that a rep who is only good with people, but weak on execution, homework, and modern selling, will struggle in this role. We want both.

Responsibilities

• Build growth into every account through disciplined account planning, and keep that plan alive with scheduled reviews and updates.
• Know your top accounts cold and go after them with intention.
• Spend real time with your channel partners.
• Spend the majority of your time with customers, across a wide set of functions and buyers, with a heavy focus at the management and executive level.
• Build the business plan with the customer, not for them.
• Use consultative selling to find and advance opportunities that turn into durable, profitable growth.
• Earn the right to sell before you sell.
• Lead with the customer's business problem, not feeds and speeds.
• Build trust and loyalty that shows up in customer surveys and, more importantly, in renewals and expansion.
• Own your quarterly, half, and annual number.
• Run a clean pipeline. Every opportunity in the tool, updated weekly, with MEDDPICC discipline underneath it.
• Know your economic buyer, your decision criteria, your paper process, and your compelling event.
• Match customer requirements to HPE capability and pick the right route to market, direct or through the channel.
• Act as the first interface for accounts that span geographies, working with global and local teams to keep everything coordinated.

Benefits

• Health & Wellbeing: We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
• Personal & Professional Development: We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
• Unconditional Inclusion: We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

What This Job Offers

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