Territory Manager - K12/Local Gov Seattle, WA
About The Position
The Territory Manager serves as the overall account lead and single point of contact for numerous K12 and local government accounts in an assigned geographic territory. The role specializes in networking technology and focuses on growing existing business, expanding complex solutions, and creating new business opportunities. The manager understands customer business and IT challenges, develops plans with customers, and drives value while maximizing company revenue and margin. The role is supported primarily by dedicated presales engineering and inside sales resources and involves substantial customer-facing work outside HPE offices. This position is designated Remote/Teleworker, primarily working from home.
Requirements
- University or Bachelor's degree.
- Typically 8–12 years of relevant experience.
- Industry experience.
- Detailed knowledge of key customer types or customers for the relevant products.
- Experience in a product specialty such as computers, printers, servers, or storage.
- Broad understanding of customer needs and the ability to apply standard and creative solutions suited to the industry or market.
- Good leadership, cross-functional, and time-management skills.
- Ability to coordinate multiple internal and external partners at multiple levels to deliver solution sales.
- Ability to build customer relationships and work with management and executive-level stakeholders.
- Partner organization intelligence and partner management skills.
- Advanced sales negotiation and deal-closing skills.
- Relevant knowledge of clients' industries and the ability to keep abreast of trends and lead strategic discussions with IT.
- 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.
- Competitive selling skills and ability to sell across platforms and specialties.
Responsibilities
- Build growth opportunities through account planning and actively manage plans through scheduled reviews and updates.
- Work extensively with external partners to deliver solution sales.
- Spend significant time directly with customers, engaging buyers and stakeholders at multiple levels, especially 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 targets.
- Enter opportunities in the pipeline tool and update them weekly.
- Recommend and implement 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 approach (Volume Direct or Indirect).
- Coordinate and lead account resources to ensure efficient, coordinated account management and accountability for business results.
- Manage end-to-end sales processes for large deals and drive strategic sales activity for complex solutions.
Benefits
- A comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
- Career development programs to support professional growth and movement across divisions.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
