Territory Manager - Logos - MA

Territory Manager - New Logos - MA

Join to apply for the Territory Manager - New Logos - MA role at Hewlett Packard Enterprise
. The role is designated as ‘Remote/Teleworker’, meaning you will primarily work from home.

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 value varied backgrounds and succeed together, making bold moves and being a force for good.

Serves as the overall account lead (single point of contact) for numerous, large named accounts in an assigned country, geographic territory and/or industry; understands a client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in a value or volume specialty (computers, servers, storage, services, printers) with focus on growing the base business, complex solutions, and new business opportunities.

Accounts may be managed remotely and are supported primarily by presales and inside sales resources.

Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations.

May seek advice to make decisions on complex business issues.

• Coordinates/Owns account plans for strategic commercial accounts in the account planning process
• Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions
• Uses specialty to leverage existing opportunities and branch into more than one BU in the account
• Establishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs
• Engages partners effectively to improve win rates on selective deals
• Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates
• Generates leads for company volume products and certain value products and collaborates with other specialists or partners as needed
• Responsible for achieving/managing quarterly, half yearly or yearly quota
• Enters opportunities into pipeline tools and updates them weekly; recommends and implements pipeline management practices
• Sell solutions that include hardware, software and services
• Build and deploy a territory account plan that includes working with partners, specialists
• Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage
• Acts as a first interface for international accounts in collaboration with members of global business teams and local teams
• Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Direct or Indirect)
• Reviews and designs sales policy and strategy

• University or Bachelor's degree preferred
• Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings
• Extensive vertical industry knowledge and advanced degree of selling skills
• 5+ years of experience as referenced above
• Account management experience required
• Experience in product specialty (computers, printers, servers, storage)

• Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs
• Ability to coordinate internal and external partners to deliver appropriate solution sale
• Able to interface…