Territory Manager, Hewlett Packard Enterprise

Hewlett Packard Enterprise

Location:

Malaysia, Kuala Lumpur

Category:

Sales

Contract Type:

Not provided

Salary:

Not provided

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Job Description:

Sales Specialists & Consultants are product, services, software or solution specialists responsible for leading pursuit in assigned focus areas. Collaborates with and supports the HPE Account Managers providing specialist expertise within the sales team. Drives proactive campaigns to build the pipeline. Uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.

Job Responsibility:

Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area
Maintains knowledge of competitors in account to strategically position the company’s products and services better
Develop pursuit plans and manage the pipeline to ensure alignment with account managers
Establish a professional, working, and consultative, relationship with the client
Contributes to proposal development, negotiations and deal closings
Work closely with and supports account manager, providing technical expertise and support, and participating in client engagements up to C- level engagements
May focus on growing contractual renewals for mid-size accounts
Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development
Build sales readiness and reduce client learning curve through effective knowledge transfer

Requirements:

University or bachelor’s degree preferred
Directly related previous work experience
Demonstrated success in achieving progressively higher quota
Extensive vertical industry knowledge required
Typically, 3--5 years intermediate sales experience primarily in the Public Sector
Deep knowledge of products, solution or service offerings as well as competitor’s offerings
Understands the industry and market segment in which key accounts are situated
Understands the role of IT within area of specialization
Negotiates and drives deals to ensure successful closes and high win rate
Broad understanding of customer needs
Uses client engagement skills in collaboration with account leads
Leadership and initiative in successfully driving specialty sales in accounts
Translate product knowledge into customer’s added business value
Uses specialty knowledge to prospect within accounts
Conceptualizes and articulates well-targeted solutions in area of technical specialty
Ability to take a deal through the sales cycle
Demonstrates high service knowledge and professionalism
Understand the channel and work an effective plan to increase sales with partners
Regular use of SFDC updating deal profile and forecasting accurately
Understands services as part of strategic product sales
Good prioritization and delegation skills
Knowledge of industry trends, associated solutions, and key partner/ISV solutions

Nice to have:

Holding a first level University Degree or equivalent combination of education and experience
Experienced in industry sector knowledge and Information Technology Service Management
Able to build and manage a cross cultural, cross tower and cross business team
Excellent in communicating, presenting and listening actively
Able to handle crisis, conflict and risk management

What we offer:

Comprehensive suite of benefits that supports physical, financial and emotional wellbeing
Specific programs catered to helping reach any career goals
Inclusive in the way we work and celebrate individual uniqueness

Additional Information:

Job Posted:

March 19, 2025

Employment Type:

Fulltime

Work Type:

Hybrid work

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Territory Manager