Territory Manager

Territory Manager - Networking

Hewlett Packard Enterprise

Location:
Malaysia , Kuala Lumpur

Category:
Sales

Contract Type:
Not provided

Salary:

Not provided

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Job Description:

Hewlett Packard Enterprise advances the way people live and work. We bring together the brightest minds to create breakthrough technology solutions, helping our customers make their mark on the world. Aruba is redefining the “EDGE”. Creating new customer experiences by building intelligent spaces and digital workspaces. We are focused on campus, branch, mobility and the IoT to transform business models with the combined power of compute, context, control and secure connectivity. Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides 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, 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

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 5-8 years advanced sales experience managing Commercial OR Enterprise Accounts
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
Negotiates and drives deals to ensure successful closes and high win rate
Broad understanding of the customer needs
Leadership and initiative in successfully driving specialty sales in accounts
Uses specialty knowledge to actively prospects within accounts to discover or cultivate sales opportunities
Ability to take a deal through the sales cycle including closing or supporting the close of a deal
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

Nice to have:

Accountability
Active Learning
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
Long Term Planning
Managing Ambiguity

What we offer:

Health & Wellbeing
Personal & Professional Development
Unconditional Inclusion

Additional Information:

Job Posted:
April 27, 2025

Employment Type:

Fulltime

Work Type:

Hybrid work

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