Territory Manager - Government - Networking

Job description

Territory Manager - Government - Networking This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office. Who We Are: 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. Job Description: Job Family Definition: Serves as the overall account lead (single point of contact) for Government accounts in Southern Vietnam; understands their 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. Is supported primarily by presales and inside sales resources. These jobs focus on selling to customers, typically through work that occurs outside HPE offices. Management Level Definition: 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 in order to make decisions on complex business issues. Responsibilities: Coordinates/Owns account plans for strategic commercial accounts in the account planning process Focuses on larger deals/opportunities and value and 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 in pipeline tools and updates them weekly. Recommends and Implements Pipeline management practices. Sell Networking solutions. 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. 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. Education and Experience Required: University or Bachelor's degree preferred. Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings. Networking knowledge and advanced degree of selling skills. Typically 5-8 years of experience as referenced above. Account management experience required. Partnering or selling to Government Knowledge and Skills: 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 with senior levels internal to the company and external client and partner groups. Knows when to adjust business plans based on account and industry segment opportunities. Use consultative selling skills to proactively help customer's with making IT business decisions. Partner organization intelligence aligned with partner management skills. Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off. Ability to understand the customer's business issues and translate to the company's solutions. Ability to prioritize and drive strategic sales activity on a solution basis. Excels in competitive selling skills. Needs a good understanding of the channel and how to partner. What We Can Offer You: 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. Let's Stay Connected: Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE. #vietnam #networking, #sales Job: Sales Job Level: Specialist HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity . Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories. Recruitment Fraud Alert We have become aware of an increase in fraudulent recruitment activities in which individuals impersonate our company or authorized recruitment agencies to offer fake employment opportunities. These scams may occur through false websites, emails, social media, or chat-based applications and often aim to obtain personal information or money. Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge a candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. 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