Strategic Territory Manager

Aruba is redefining the "Intelligent Edge" Aruba is creating new customer experiences by building intelligent spaces and digital workspaces - leading next-generation network access solutions for the mobile enterprise.

We are focused on campus, branch, mobility and the IoT to transform businesses with the combined power of compute, context, control, and secure connectivity. We help some of the largest and most exciting companies globally to modernize their networks to meet the demands of a digital future. 

We are looking for a Strategic Territory Manager to join us! In this amazing role, Territory Managers 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.

Responsibilities

• Handling E-Rate, SLED, K12 and midsize Corporate Accounts
• Develops long term sales pipeline to increase the company’s market share in specialized area
• Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area
• Provide support to the Account managers
• Set direction for business development and solution replication
• Creates and grows reference customers
• Sell complex products or solutions to customers on a partnership basis
• May act as a dedicated resource to a few strategic accounts
• Services specialists may also be responsible for selling small outsourcing deals
• For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals
• Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry
• Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions
• Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities
• Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives

Education and Experience

• Bachelor’s degree, Advanced University or MBA preferred
• 7 years of related sales experience; includes multiple, diverse set of selling responsibilities
• 5 years of project management experience

Knowledge and Skills

• Is considered a master in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large, complex solutions
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account
• Uses expertise specialty, consultative solution selling and business development skills to align the client’s business needs with solution
• In-depth knowledge of client’s business, organizational structure, business processes and financial structure.
• Considerable knowledge of the customer’s infrastructure and architecture
• Demonstrates leadership and initiative in successfully driving services sales in accounts – prospecting, negotiating and closing deals
• Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy
• Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
  Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
  Excellent project oversight skills
• Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account
   

What we can offer you:

Extensive benefits, a competitive salary and participation in the shared values and purpose that make Hewlett Packard Enterprise one of the world´s most attractive employers! At HPE, our goal is to provide equal opportunities, flexible work-life balance, and constantly evolving career growth.

If you are looking for challenges in an exciting, supportive and international work environment, then we definitely want to hear from you. Continue the conversation by clicking apply now below, or directly via our Careers Portal at www.hpe.com/careers

Join us and make your mark!

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HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

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Strategic Territory Manager job, Teleworker, Illinois (arubanetworks.com)