Territory Manager for Commercial & SMB Market

Hewlett Packard Enterprise; Jakarta Pusat; Hybrid; IDR 600,000,000 - 800,000,000; Full time

Job summary

Hewlett Packard Enterprise is seeking a Territory Manager for the Commercial & SMB Market in Indonesia. The role is designed as Hybrid with an expectation of 2 days per week from an HPE office.

You will lead major named accounts, drive revenue, and develop a strategic territory plan aligned with global and local teams. The ideal candidate has 5–8 years of account management experience, strong consultative selling skills, and deep knowledge of IT products including computers, servers, storage,

Qualifications

• University or Bachelor's degree preferred.
• Extensive vertical industry knowledge and selling skills.
• Typically 5–8 years of account management experience.
• Experience in product specialty (computers, printers, servers, storage).

Responsibilities

• Owns account plans for strategic commercial accounts.
• Focuses on larger deals and value/volume portfolio management.
• Collaborates with partners to improve win rates on selective deals.
• Generates leads for company volume products and collaborates with other specialists or partners as needed.

Skills

Account management

Sales skills

Consultative selling

Partner management

Negotiation

Cross-functional collaboration

Education

Bachelor's degree

Tools

CRM software

Job description

Territory Manager for Commercial & SMB Market

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

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. Is supported primarily by presales and inside sales resources. These jobs focus on selling to customers, typically through work that occurs outside HPE offices. 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/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 in 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

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
• Extensive vertical industry knowledge and advanced degree of selling skills
• Typically 5-8 years of experience as referenced above
• Account management experience required
• Experience in product specialty (computers, printers, servers, storage)

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.

Job

Sales

Job Level

Specialist

Equal Employment Opportunity

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.

E-Verify

HPE is an E-Verify employer. E-Verify is an Internet-based system that compares information from an employee's Form I-9, Employment Eligibility Verification, to data from U.S. Department of Homeland Security and Social Security Administration records to confirm the employment eligibility of all newly hired employees.

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, this option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

Disclosure of Sensitive Personal Data

Please ensure the resume you submit to us does not include any sensitive personal data. Sensitive personal data includes data revealing information about your racial or ethnic origin, political opinions, religious or philosophical beliefs, trade union membership, health, sex life or sexual orientation. To the extent the resume you submit does contain this type of personal data, you consent to the storing and processing of this data by HPE for the purpose of reviewing and managing your application.