Networking Sales Territory Manager - Higher Education (Florida)

Hewlett Packard Enterprise; États-Unis; À distance; USD 120 000 - 180 000; Plein temps

Résumé du poste

Hewlett Packard Enterprise is seeking a Networking Sales Territory Manager for Higher Education in Florida. This role is remote/teleworker, with extensive travel to customer sites.

You will lead complex solution sales across the Networking portfolio, supported by presales, inside sales, and channel partners. You will craft account plans, target large deals, and drive revenue growth with executive stakeholders.

Qualifications

• Bachelor's degree required; Advanced degree or MBA preferred.
• 10+ years of experience in sales or related roles.
• 5 years of commercial and/or SLED account management experience.
• Highly experienced in product specialty (Branch, Campus, and Data Center Networking).
• Candidate must reside in the greater South Florida region and travel regularly.

Responsabilités

• Develops account plans and long-term sales pipeline to increase market share.
• Focuses on larger deals and portfolio management across networking products and solutions.
• Works with management to develop future business plans and methods to achieve them.
• Collaborates with external partners to drive sales and customer value.
• Builds relationships with IT and business executives, including C-level."
• Applies consultative-selling techniques to identify and advance opportunities.
• Manages customer loyalty, trust, and integrity per surveys and reports.
• Negotiates solutions and resolves delivery issues with clients.
• Develops business plans in conjunction with customers and analyzes industry trends.
• Manages end-to-end sales processes for complex, large deals.

Connaissances

Partner motivation

Time management

Presentation skills

Executive relationship

Negotiation

Value selling

Partner engagement

Financial selling

End-to-end sales

Industry knowledge

Formation

Bachelor's degree

MBA preferred

Description du poste

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 need