Networking Territory Account Manager

Hewlett Packard Enterprise; Wien; Hybrid; EUR 32,000 - 38,000; Full time

Benefits offered by this job

Hybrid work environment

Company car (E-vehicles) for private/“

Wellness Fridays

Job summary

Hewlett Packard Enterprise is seeking an experienced Territory Account Manager for South-East Europe in Vienna. The role is hybrid, requiring about two days per week in an HPE office, and involves winning new customers across Enterprise, Government, Service Provider and CSP sectors.

You will engage senior decision makers, position the full HPE Networking portfolio, and coordinate internal resources to deliver tailored solutions.

Qualifications

• University degree in computer science/business administration or equivalent qualification.
• >8 years international working experience in B2B technology sales with quota overachievement.
• Proven success selling complex IT infrastructure solutions to Enterprise, Government, SP/CSP customers.
• Knowledge of IT sales/market, ideally in networking and security technology.
• Established network of senior decision makers and ability to secure meetings with top management.

Responsibilities

• Reach senior decision makers and win new customers across Enterprise, Government, SP and CSP segments.
• Position the full HPE Networking portfolio around customer business outcomes, not just products.
• Engage C-level decision makers early to shape requirements and influence tenders.
• Build and manage a pipeline of new opportunities across territory and lead complex deals to signature.
• Coordinate internal resources and channel partners to deliver right solutions and ensure customer satisfaction.
• Establish relationships with customers and partners at all levels and identify buying influencers.
• Maintain CRM-driven knowledge sharing, synergies and business predictability.
• Aim to exceed quota and align with Networking team objectives.

Skills

Enterprise sales

C-level engagement

Channel partnerships

New customer acquisition

Education

BSc in CS/Business

Job description

HPE Networking Territory Account Manager (f/m/d) South-East Europe

Location: Vienna, Vienna, Austria

Time Type: Full time

Job Description

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.

The secure, AI-native network is not just a vision—it is our mission.

Juniper Networks is now part of HPE—creating the industry's first secure,AI-nativenetwork,purpose-builtwith AI and for AI to deliver the best experiences across enterprises, service providers, and cloud operators.

HPE Networking is bringing together unparalleled products and talent, bolstered by a long heritage in both networking and AI.

We are looking for an experienced sales professional who is strong at winning new customers: someone with trusted relationships with senior decision makers in Enterprise, Government, Service Provider and Cloud Service Provider (CSP) organizations, who uses those relationships to create new business for the HPE Networking portfolio: campus & branch, data center networking (DCN), routing and security (firewalls).

In a typical day in this role as Territory Account Manager you:

• Are responsible for the HPE Networking business across Enterprise, Government, Service Provider and CSP customers in the south-east Europe countries like Serbia, Croatia, Slovenia, Bulgaria, Montenegro, Bosnia and Herzegovina, Albania, Kosovo, and North Macedonia.
• Reach senior decision makers and win new customers: find and win new strategic accounts and grow the business in existing ones.
• Position the full HPE Networking portfolio (campus & branch, data center networking, routing and firewalls) around customer business outcomes, not only products.
• Engage C-level and senior decision makers (CIO, CTO, CISO, IT and network directors, public-sector leadership) early, to shape requirements and influence tenders before they are published.
• Build your own pipeline of new opportunities from your network and from untapped accounts in the territory, and lead complex deals with many decision makers through to signature, including public tenders and large SP/CSP projects.
• Coordinate internal resources (presales, technical consultants, specialists) and channel partners to deliver the right solutions to customers and act as a trusted advisor.
• Establish relationships with customers and partners at all organizational levels and identify buying influencers and decision makers.
• Use our CRM tools to ensure knowledge sharing, synergies, and business predictability.
• Achieve and exceed quota against individual targets and execute aligned with Networking team objectives.
• Plan handover and leverage correct organizational resource (technical consultants & channel) to ensure customer satisfaction and brand integrity.
• Contribute to our long-term success by regular best-practice sharing and seeking constant improvement.

If you are…

• Good at partnering, innovating, and making things happen? Good start, you are aligned to our core values!
• Someone who enjoys finding and winning new customers, not only managing existing ones? That is exactly the person we are looking for.

If you have these Skills, Expertise, Attitude and Education…

• University degree in computer science/business administration or equivalent qualification
• > 8 years international working experience in B2B technology sales selling products, solutions and services, with a consistent, verifiable track record of quota overachievement
• Proven success selling complex IT infrastructure solutions to Enterprise, Government, Service Provider and/or CSP customers.
• Knowledge of IT sales/market, ideally in networking and security technology (campus & branch, data center networking, routing, firewalls). Strong IT professionals with deep experience selling complex solutions (e.g. data center, hybrid cloud, cybersecurity, telecom infrastructure) and the drive to master networking quickly are equally welcome.
• An established network of senior decision makers in the territory and a proven ability to get meetings with top management (C-level) in new accounts.
• Experience selling with and through channel partners and distributors.
• Experience in managing long, complex sales cycles (including public tenders), business planning, execution and control.
• Strong self-motivation with a commit-and-go attitude and will to win.
• Profound presentation, communication, negotiation and influencing skills.
• Strong customer orientation, empathetic and advisory expertise.
• High level of responsibility and confidence.
• Business fluency in English and at least one territory language, e.g. Serbian, Croatian, Bulgarian or Slovenian.

We offer:

• Dynamic environment with an open feedback culture and flat hierarchies with short decision-making paths
• Appreciative working atmosphere & personal responsibility from the first day of work
• A modern workplace at the vibrant Erste Campus with excellent public transport connections and numerous catering, shopping and leisure facilities
• Individual support when starting out through a "buddy" and the "Employee Networks"
• Various perks such as digital meal vouchers or free breakfast
• Work in a hybrid environment (including home office & expense reimbursement) with flexible hours (flextime with opportunity for compensatory time off)
• Additional paid days off from work ("Wellness Fridays")
• Modern company resources such as company car (E-vehicles) for private use, smart phone and notebook
• Various company events and team activities

We are legally obliged to quote the KV minimum salary (related to KV Handel für Angestellte) of 3.139 EUR p.m. with the willingness to pay significantly more depending on individual experience and qualification (All-In OTE with a 50/50 split).

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

Let’s Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

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.

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.

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.