Territory Manager - Commercial - Non Named Accounts

Hewlett Packard Enterprise; Ampang Jaya; Hybrid; MYR 120,000 - 160,000; Full time

Benefits offered by this job

Health & wellbeing

Personal & professional development

Unconditional inclusion

Job summary

Hewlett Packard Enterprise in Malaysia is seeking a Territory Manager for Commercial - Non Named Accounts. This hybrid role requires an average of 2 days per week in an HPE office.

You will lead as the single point of contact for large named accounts, drive revenue and margin, and coordinate with presales and inside sales teams to win opportunities. The role emphasizes value-based selling across hardware, software and services, with responsibility for quota achievement and account planning.

Qualifications

• University or Bachelor's degree preferred.
• Experience in IT Networking.

Responsibilities

• Coordinates/Owns account plans for strategic commercial accounts.
• Focuses on larger deals/opportunities and value/volume portfolio management.
• Builds growth opportunities using the account planning process.
• Generates leads for company volume products and collaborates with other specialists.

Skills

Account management

Sales

Negotiation

Education

Bachelor's degree

Tools

IT networking

Presales support

Job description

Territory Manager - Commercial - Non Named Accounts

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.

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 IT Networking

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

Accessibility

Accessibility HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities.

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.

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.

Equal Opportunity Employer (EEO) Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law.

Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law - Supplement E-Verify (US & PR only) 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. For more information click here.

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