Territory Account Manager - KS/MI
About The Position
Hewlett Packard Enterprise (HPE) is seeking a Territory Account Manager for Kansas and Missouri. This role is designated as ‘Remote/Teleworker’, meaning the employee will primarily work from home. HPE is a global edge-to-cloud company focused on helping organizations connect, protect, analyze, and act on their data and applications. The company fosters a culture of innovation, flexibility, and inclusivity, encouraging employees to grow their careers and make a positive impact. This position is an opportunity to lead conversations about the future of networking, specifically the shift towards self-driving networks powered by AI, Aruba, Juniper, and Mist AI with Marvis. The role involves understanding customer business and IT challenges and connecting them with HPE Networking solutions, including campus and branch (Aruba), data center and WAN (Juniper), AI-driven operations (Mist and Marvis), and consumption models via HPE GreenLake. The focus is on growing existing accounts, acquiring new customers, and driving complex solution sales. The Account Manager will be supported by presales engineers, inside sales, and channel partners, with a significant portion of their time spent engaging with customers.
Requirements
- University or Bachelor's degree.
- Approximately 5 to 10 years in enterprise or large-account sales, ideally in networking, infrastructure, or an adjacent technology space.
- A track record with detail on navigating the politics of large, complex accounts.
- Experience selling with and through channel partners.
- Networking or networking-adjacent product knowledge, or clear evidence of ability to quickly learn a new technical space.
- Industry experience and ability to speak credibly to enterprise IT leaders about market trends.
- Hold your own on Layer 2 and Layer 3 concepts, VLANs, routing, and fabric basics.
- Leadership and cross-functional pull to align internal and external teams.
- Sharp time management skills; protect calendar and focus on activities that move the number.
- Ability to apply both standard and creative solutions to customer problems, tailored to their industry and reality.
- Executive relationship building across the customer's lines of business.
- Partner intelligence and strong relationship management skills.
- Advanced negotiation and closing skills.
- Command of the full HPE Networking portfolio (Aruba, Juniper, Mist, GreenLake, HPE Financial, and Services).
- Ability to translate a customer's business issue into an HPE solution.
- Prioritize activity that drives strategic wins.
- Competitive selling instincts, especially against Cisco and Arista.
- Reside near Springfield, Missouri (preferred).
Nice To Haves
- Intellectual curiosity and a desire to understand where technology is going.
- Ability to translate technology into value for a CIO.
- Interest in self-driving networks and AI-driven operations.
- Coachability and self-awareness.
- A system for prioritizing and tiering accounts in a large territory.
- Build and execute local brand awareness campaigns via social and marketing.
Responsibilities
- Act as the account lead and single point of contact for a set of large, named enterprise accounts in an assigned territory.
- Own the customer relationship from top to bottom.
- Understand each customer's business and IT challenges.
- Connect customers to the right HPE Networking outcome (campus and branch, data center and WAN, AI operations, or consumption models).
- Focus on growing the base business, landing new logos, and driving complex solution sales across the HPE Networking portfolio.
- Build growth into every account through disciplined account planning and regular reviews.
- Engage with channel partners (WWT, CDW, SHI, DataVizion, etc.) to extend reach and deliver full solutions.
- Spend the majority of time with customers across various functions and buyer levels, with a focus on management and executive levels.
- Build business plans collaboratively with the customer.
- Utilize consultative selling to find and advance opportunities for durable, profitable growth.
- Earn the right to sell by leading with the customer's business problem.
- Build trust and loyalty leading to renewals and expansion.
- Own quarterly, half, and annual sales numbers.
- Maintain a clean pipeline with weekly updates and MEDDPICC discipline.
- Understand the economic buyer, decision criteria, paper process, and compelling event for each opportunity.
- Match customer requirements to HPE capabilities and select the appropriate route to market (direct or channel).
- Act as the first interface for accounts spanning geographies, coordinating with global and local teams.
- Raise the level of the team by sharing knowledge and helping others improve.
Benefits
- Health & Wellbeing comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
- Personal & Professional Development programs to help reach career goals.
- Unconditional Inclusion and celebration of individual uniqueness.
- Flexibility to manage work and personal needs.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
