Partner Sales Territory Manager

SMB is an exciting, energized and forward thinking segment. The range of diversity in terms customer base is vast. It represents a fantastic opportunity for growth in HPE in 2017. If you have a desire to be a West London Territory Manager and have a track record of success, maybe you have been a specialist, channel or other sales rep and are ready for the next challenge, or maybe you are a high performer in one of the many other roles in HPE then please apply today for this role.

Key Responsibilities:

  • Ownership and development of the SMB Territory business plan and sales execution
  • Lead, coach & support the Territory team (ISRs, Hunters, Presales, BU Specialists, PBM/iPBM) to meet and exceed sales targets across the full EG portfolio
  • Define the SMB Go-to-partners for their Territory to drive SMB specific plans for growth
  • Innovate with disruptive technology with Hyper converged, Flash, Wireless, Edge etc.
  • Drive selling higher and deeper into existing accounts to broaden HPE’s position
  • Build CXO relationships in territory Tier 1 accounts
  • Take an active role in the overall SMB team, share best practice and contribute to making SMB a successful segment.

Scope and Impact

  • Typically manages 1 to many accounts
  • Typically qualifies and closes deals of moderate complexity, often with a single GBU scope.
  • Works with mid-level decision-makers in the client organization.

Education and Experience Required:

  • University or Bachelor’s Degree; advanced degree or MBA desired
  • Experience in IT industry
  • Experience in vertical industry preferred
  • Typically 4-8 years account management experience

Knowledge and Skills Required:

Account/Business Development

  • Leverages existing relationships and builds new relationships with executives in the business and in IT.
  • Negotiates at the business manager and IT executive level.
  • Focuses on IT business challenges and some business unit challenges to position himself/herself as a trusted advisor to IT on both internal IT and issues outside of IT where IT impacts business processes.
  • Submits timely and accurate forecasts and continually coaches team to do same.
  • Knowledge of basic financial-selling concepts in support of business cases for
  • solutions.

Account Team Leadership

  • Resources and leads successful dedicated global virtual teams.
  • Demonstrates strong presentation and communication skills at the business manager level.
  • Industry Acumen
  • Moderate to high level of industry acumen; keeps current with trends and be able to participate in client planning discussions involving IT decisions.
  • Adheres to SBC and company’s code of ethics

Portfolio Knowledge

  • Solid knowledge of company’s breadth of solutions and engages appropriate specialist resources as needed.

Specialty Knowledge

  • Applies specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.
  • Uses knowledge in specialty and consultative selling skills to proactively help customers with making IT business decisions.
  • Conceptualizes and articulates well-targeted solutions in area of technical specialty — from proposal to contract sign-off
  • Demonstrates high service knowledge and professionalism in researching and sharing specialty product and service related information with account teams and customers.
  • Competent in the sale of IT services and outsourcing

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