Territory Manager - K12/Local Gov Seattle, WA

Hewlett Packard Enterprise • Washington, DC

3d • $198,000 - $465,500 • Remote

About The Position

The Territory Manager serves as the overall account lead and single point of contact for numerous accounts in an assigned geographic territory, focusing on K12 and local government customers in Seattle. The role develops an understanding of customers’ business and IT challenges and requirements, drives value for customers, and maximizes company revenue and margin. It specializes in networking technology, growing existing business, expanding complex solutions, and pursuing new business opportunities. The position is primarily supported by dedicated presales engineering and inside sales resources and involves selling through work conducted outside HPE offices. It is designated Remote/Teleworker, with the employee primarily working from home.

The manager builds and executes account plans, develops business plans with customers, and uses consultative selling to create profitable revenue growth. The role spends significant time with customers and external partners, building relationships across customer organizations, including with management and executive-level stakeholders. It manages sales pipelines, quota and margin performance, and end-to-end sales processes for large deals; coordinates internal and external resources; and matches customer requirements to HPE capabilities and supply-chain options. The stated annual combined base and target-level sales compensation range for Washington is USD 198,000–465,500, with a 50/50 base-to-target compensation mix at 100% of sales plan.

Requirements

• University or bachelor's degree.
• Typically 8–12 years of relevant experience.
• Industry experience required.
• Experience in a product specialty such as computers, printers, servers, or storage.
• Detailed knowledge of key customer types or customers for the relevant products.
• Expert-level knowledge within the company; sought out by other sales representatives and/or first-level managers for input.
• Leadership skills and cross-functional expertise.
• Good time-management skills.
• Broad understanding of customer needs and ability to apply standard and creative solutions suited to the industry or market.
• Ability to coordinate multiple internal and external partners at multiple levels to deliver solution sales.
• Ability to build customer-management relationships and work with management- and executive-level stakeholders in lines of business.
• Partner-organization intelligence and partner-management skills.
• Advanced sales negotiation and deal-closing skills.
• Ability to lead account resources to ensure coordinated, efficient account management and accountability for business results.
• Relevant knowledge of the client's industry and ability to link industry trends and strategic IT discussions to solutions.
• 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 manage the planning process with scheduled reviews and updates.
• Work extensively with external partners to deliver solution sales.
• Spend significant time directly 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 goals.
• Enter opportunities into the pipeline tool, update them weekly, and recommend and implement leading pipeline-management practices.
• Implement margin-recovery activities and strategies.
• Serve 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, whether Volume Direct or Indirect.
• Coordinate account resources and internal and external partners to deliver appropriate solutions and achieve business results.
• Manage end-to-end sales processes for large deals and prioritize strategic sales activity for complex solutions.
• Keep abreast of customer-industry trends and lead discussions with IT about strategic direction and relevant solutions.

Benefits

• Comprehensive benefits intended to support physical, financial, and emotional wellbeing.
• Programs to support career development and professional growth.
• Flexible arrangements to manage work and personal needs.

What This Job Offers

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