Territory Account Manager

HPE Aruba Networking; Topeka (KS); On-site; USD 195,000 - 457,000; Full time

Job summary

Hewlett Packard Enterprise is seeking a senior enterprise account leader to own strategic customer relationships within a national remote role. You will drive multi-faceted solution sales across the HPE Networking portfolio, collaborating with presales, inside sales, and channel partners to expand the base and land new logos.

The role demands strong consultative selling, executive relationship building, and cross-functional leadership across large territories.

Qualifications

• University or Bachelor's degree required.
• Proven track record in enterprise sales and multi-year relationship management.
• Experience selling with and through channel partners an asset.

Responsibilities

• Lead large enterprise accounts with end-to-end ownership of relationships.
• Drive multi-faceted solution sales across the HPE Networking portfolio.
• Collaborate with presales, inside sales, and channel partners to land new logos.

Skills

Strategic account management

Channel partner management

Executive relationship building

Consultative selling

Negotiation skills

Cross-functional collaboration

Leadership and coaching

Education

Bachelor's degree or higher in business/engineering

Job description

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

Why This Role, Why Now?

Networking is going through the biggest shift of our careers. For thirty years we managed networks by hand: spanning tree, core-distribution-access, a human staring at a screen fixing something the network already knew was broken. That era is ending.

HPE is building the self-driving network. Aruba, Juniper, and Mist AI, with Marvis reading telemetry, calling root cause, and taking action before a user ever files a ticket. Agentic AI is not a slide in our deck. It is running in production networks today, and enterprise customers are trying to figure out what it means for how they run their business.

That is the conversation you get to lead. We are looking for someone with real intellectual curiosity, a person who wants to understand where this technology is going and can translate it into value a CIO cares about. If self-driving networks and AI-driven operations genuinely interest you, this is one of the best seats in the industry.

The Role

You are the account lead and single point of contact for a set of large, named enterprise accounts in an assigned territory. You own the relationship top to bottom. Your job is to understand each customer’s business and IT challenges, then connect them to the right HPE Networking outcome, whether that is campus and branch (Aruba), data center and WAN (Juniper), AI operations (Mist and Marvis), or a consumption model through HPE GreenLake.

You are 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.

What This Job Demands

• You bring advanced expertise and you are seen as the person others come to.
• You contribute new ideas and better ways of working, not just execution.
• You take on complex problems where the answer requires digging into a lot of factors and thinking it through.
• You lead functional deal teams and pull in the right specialists at the right time.
• You represent HPE to customers at every level, up to and including the C-suite.
• You use real independent judgment to decide how to get the work done and hit the number.
• You make the people around you better.

What You Own

• Build growth into every account through disciplined account planning, and keep that plan alive with scheduled reviews and updates. This is Dream 100 thinking applied to your territory. Know your top accounts cold and go after them with intention.
• Spend real time with your channel partners. WWT, CDW, SHI, DataVizion and the rest are how you extend your reach and deliver the full solution. Treat them like your volunteer army.
• Spend the majority of your time with customers, across a wide set of functions and buyers, with a heavy focus at the management and executive level. Build the business plan with the customer, not for them.
• Use consultative selling to find and advance opportunities that turn into durable, profitable growth. Earn the right to sell before you sell. Lead with the customer's business problem, not feeds and speeds.
• Build trust and loyalty that shows up in customer surveys and, more importantly, in renewals and expansion.
• Own your quarterly, half, and annual number.
• Run a clean pipeline. Every opportunity in the tool, updated weekly, with MEDDPICC discipline underneath it. Know your economic buyer, your decision criteria, your paper process, and your compelling event. A commit is a commit. Upside is upside. Your manager should never be guessing.
• Match customer requirements to HPE capability and pick the right route to market, direct or through the channel.
• Act as the first interface for accounts that span geographies, working with global and local teams to keep everything coordinated.

Who You Are

This is the part that matters most.

Curious by default.

You read, you listen, you tinker. You can tell me what you have worked on in the last ninety days to sharpen your game, because learning is just something you do. In a market moving this fast, curiosity is the whole ballgame.

High energy, and you bring it every day.

Enterprise selling is a grind of long cycles and hard rooms. You have the motor for it.

Consultative, not transactional.

You build credibility with a CIO or VP of Infrastructure by understanding their business first. You are the trusted advisor in the account, not the vendor who shows up at quarter end.

Technically credible, or hungry enough to get there fast.

You do not need to be a CCIE. You do need to hold your own on Layer 2 and Layer 3 concepts, VLANs, routing, and fabric basics, so that pulling in an SE is a strategy and not a rescue. If you are newer to networking but you learn fast and you want it, we can work with that. What we cannot teach is drive and curiosity.

Coachable and self-aware.

You can walk us through a deal you lost and tell me honestly what you changed afterward.

Disciplined across a large territory.

You have a real system for prioritizing and tiering accounts so the mid-tier does not go dark. You use partners to extend coverage. You have solved this problem before.

A force multiplier.

You raise the level of the team. You share what you know, you help others get better, and people are glad you are in the room.

Relationships alone will not cut it. We have learned the hard way that a rep who is only good with people, but weak on execution, homework, and modern selling, will struggle in this role. We want both.

Experience We Look For

• University or Bachelor's degree.
• Roughly 5 to 10 years in enterprise or large-account sales, ideally in networking, infrastructure, or an adjacent technology space.
• A track record you can back up, with real detail on how you navigated the politics of a large, complex account, not just the number at the end.
• Experience selling with and through channel partners.
• Networking or networking-adjacent product knowledge, or clear evidence you can pick up a new technical space quickly.
• Industry experience and the ability to speak credibly to enterprise IT leaders about where the market is going.

Skills That Matter

• Leadership and cross-functional pull, so you can align internal and external teams around a single deal.
• Sharp time management. You protect your calendar and spend it on what moves the number.
• The range to apply both standard and creative solutions to a customer's problem, tuned to their industry and their reality.
• Executive relationship building across the customer's lines of business.
• Build and execute local brand awareness campaigns via social and marketing.
• Partner intelligence and the instinct to manage those relationships well.
• Advanced negotiation and closing.
• Command of the full HPE Networking portfolio (Aruba, Juniper, Mist, GreenLake, HPE Financial, and Services), and the judgment to bring in specialists when the deal calls for it.
• The ability to translate a customer's business issue into an HPE solution, and to prioritize the activity that actually drives strategic wins.
• Competitive selling instincts, especially against Cisco and Arista, grounded in a clear-eyed view of where HPE's self-driving story wins.

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.

Let's Stay Connected

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Job

Sales

Job Level

Expert

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.

– United States of America: Annual Salary USD 194,500 - 456,500 in Kansas

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. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 50%/50%.

Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html

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.

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

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