Hewlett Packard Enterprise · 2 weeks ago
Territory Account Manager-SLED-Western NY State
United States
Full-time
Remote
Senior Level, Lead/Staff
$246K/yr - $507K/yr
12+ years expHewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. The Territory Account Manager will serve as the overall account lead for large named accounts, focusing on driving value for clients while maximizing revenue for the company through consultative selling and strong relationship management.
Data CenterEnterprise SoftwareInformation TechnologyIT ManagementNetwork Security
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)
Qualification
Required
University or Bachelor's degree; Advanced degree or equivalent experience
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
12+ years of experience as referenced above
5 years commercial account management experience
Highly experienced in product specialty (computers, printers, servers, storage)
Experience in related industry
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 needed
Ability to understand the customer's business issues and translate to the company's solutions
Ability to prioritize and drive strategic sales activity on a complex, large deal basis
Excels in competitive selling skills
Sell across platform and specialty
Benefits
Health & Wellbeing
Personal & Professional Development
Unconditional Inclusion
Company
Hewlett Packard Enterprise
Hewlett Packard Enterprise is an edge-to-cloud company that uses comprehensive solutions to accelerate business outcomes.
10001+ employees
H1B Sponsorship
Hewlett Packard Enterprise has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (532)
2024 (585)
2023 (591)
2022 (523)
2021 (551)
2020 (398)
Funding
Current Stage
Public CompanyTotal Funding
$2.85BKey Investors
Elliott Management Corp.
2025-04-15Post Ipo Equity· $1.5B
2024-09-10Post Ipo Equity· $1.35B
2015-11-02IPO
Leadership Team
Fidelma Russo
EVP & GM, Hybrid Cloud and Chief Technology Officer
Marie Myers
Chief Financial Officer
Recent News
The Register
2026-01-06
Company data provided by crunchbase