Territory Manager – HPE Aruba Networking

Territory Manager – HPE Aruba Networking

Requirements

• 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 8-12 years of experience.
• Account management experience required.

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.

Preferred Qualifications

• Accountability
• Active Learning (Inactive)
• Active Listening
• Assertiveness
• Bias
• Building Rapport
• Buyer Personas
• Coaching
• Complex Sales
• Creativity
• Critical Thinking
• Cross-Functional Teamwork
• Customer Experience Strategy
• Customer Interactions
• Design Thinking
• Empathy
• Financial Acumen
• Follow-Through
• Growth Mindset
• Identifying Sales Opportunities
• Industry Knowledge
• Intellectual Curiosity (Inactive)
• Long Term Planning
• Managing Ambiguity