Territory Manager - Government - Networking

Territory Manager - Government - Networking This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office.

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 Family Definition: Serves as the overall account lead (single point of contact) for Government accounts in Southern Vietnam; understands their key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in a value or volume specialty (computers, servers, storage, services, printers) with focus on growing the base business, complex solutions, and new business opportunities. Is supported primarily by presales and inside sales resources. These jobs focus on selling to customers, typically through work that occurs outside HPE offices. Management Level Definition: Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

Coordinates/Owns account plans for strategic commercial accounts in the account planning process Focuses on larger deals/opportunities and value and 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 Networking solutions. 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. 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.

Required: University or Bachelor's degree preferred. Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings. Networking knowledge and advanced degree of selling skills. Typically 5-8 years of experience as referenced above. Account management experience required. Partnering or selling to Government Knowledge and Skills: Broad understanding of the customer's needs;