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Territory Account Manager

Hewlett Packard Enterprise

Location:
Australia , Sydney

Category:
Sales

Contract Type:
Not provided

Salary:

Not provided

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Job Description:

The Territory Account Manager is responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. They drive proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities.

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, by developing a core understanding of the unique business needs of the client within their industry
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 for more complex solutions in smaller accounts
May focus on growing contractual renewals for mid-size accounts with some complexity, to higher-total contract- value renewals
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 in area of specialization
May coordinate internal & external partners to deliver appropriate solution sale

Requirements:

University or Bachelor’s degree preferred
Demonstrated success in achieving progressively higher quota
Extensive vertical industry knowledge required
Typically 5-8 years advanced sales experience required
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 the 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 actively prospects within accounts
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 our partners
Regular use of Siebel 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

What we offer:

Health & Wellbeing
Personal & Professional Development
Unconditional Inclusion

Additional Information:

Job Posted:
March 04, 2026

Employment Type:

Fulltime

Work Type:

Hybrid work

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