Networking Sales Territory Manager - Higher Education (Florida)

Hewlett Packard Enterprise; Tallahassee (FL); Remote; USD 231,000 - 543,000; Full time

Benefits offered by this job

Health & Wellbeing

Personal & Professional Development

Unconditional Inclusion

Let’s Stay Connected

Job summary

Hewlett Packard Enterprise seeks a Networking Sales Territory Manager for Higher Education in Florida. This remote/teleworker role focuses on expanding the base business, landing new logos, and driving complex solutions sales across the HPE Networking portfolio, with support from presales engineers and channel partners.

The candidate will travel to customer sites, develop account plans, manage a multi-year sales pipeline, and drive quarterly and annual quotas while engaging with executive

Qualifications

• Bachelor's degree required; MBA preferred.
• 10+ years of complex sales experience, including higher education accounts.
• Proven ability to mentor selling strategies and manage large deals.

Responsibilities

• Develops account plans and long-term sales pipeline to grow market share.
• Focuses on large deals and portfolio management across Networking solutions.
• Collaborates with presales, inside sales and partners to close opportunities.
• Builds relationships with IT and business executives, including C-levels.
• Manages full sales cycle and targets quarterly/annual quotas.
• Leads strategic negotiations and ensures delivery satisfaction.

Skills

Sales leadership

C-level relationships

Strategic selling

Partner management

Negotiation

Education

Bachelor's degree

MBA preferred

Tools

CRM software

Salesforce

Job description

Networking Sales Territory Manager - Higher Education (Florida)

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

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:

The Sales Territory Manager - Higher Education is focused on growing the base business, landing new logos, and driving complex solution sales across the HPE Networking portfolio. You are supported by presales engineers, inside sales, and our channel partners. Most of your time is spent outside the office, in front of customers.

Responsibilities:

• Develops account plans and long-term sales pipeline to increase the company's market share.
• Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions.
• Works with management to develop future business plans; independently determines methods for achieving plans.
• Extensive time spent working with and leveraging a diverse set of external partners.
• Builds strong professional relationships with key IT and business executives, including C level Executives.
• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
• Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
• Advocates for client needs in negotiating solution sales and troubleshooting delivery issues.
• Develops business plan in conjunction with the customer.
• Analyzes client industry and competitive research and information to facilitate rich client dialogue.
• Actively manages the account to protect and grow the company's business; coordinates all account forecasts, planning and reporting.
• Directs and coordinates all activity on account(s).
• Focuses on generating new business and builds, monitors and manages sales pipeline activity.
• Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
• Enters all opportunities in pipeline tool and updates them weekly.
• Builds a list of customers willing to be a reference in person or print.
• Ability to implement margin recovery activities/strategies.
• 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 (Volume Direct or Indirect).

Education and Experience Required:

• University or Bachelor's degree; Advanced degree or MBA preferred.
• Prior selling experience includes multiple, diverse set of selling responsibilities.
• Viewed as expert in given field by company and customer; is a mentor of selling strategy, including designing strategy.
• 10+ years of experience as referenced above.
• 5 years commercial and or SLED (State Local Education) account management experience.
• Highly experienced in product specialty (Branch, Campus, and Data Center Networking).
• Experience in related industry.
• Candidate must reside in the greater South Florida region and have the ability to travel to customer sites on a regular basis.

Knowledge and Skills:

• Knows how to motivate partners to sell our solutions.
• Have excellent time management skills and presentation skills.
• Is the go to expert for the technology or solution being presented.
• Strong high-level customer management relationship building, especially working with executives in lines of business, and sometime board level.
• High level of negotiation skills at high level customer management.
• Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals.
• Proactive presentation of value solutions.
• Extensive partner organization intelligence and ability to work closely with multiple partners, to engage the client in business solutions.
• Uses financial-selling techniques with the client and company internal to position value and advance sales motions.
• Expertise in managing end- to-end sales processes in complex, large deals.
• Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.
• Strong knowledge of the company's breadth of solutions and engages specialist resources as needed.
• 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 complex, large deal basis.
• Excels in competitive selling skills.
• Sell across platform and specialty.
• 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.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

What We Can Offer You:

• Health & Wellbeing
• Personal & Professional Development
• Unconditional Inclusion
• Let's Stay Connected: Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

Job:Sales

Job Level:Master

The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. Error! – United States of America: Annual Salary USD 231,000 - 543,000 in Florida This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan.

Information about employee benefits offered in the US can be found at

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.

Hewlett Packard Enterprise 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.

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.