Territory Sales Manager at Hewlett Packard Enterprise

Hewlett Packard Enterprise (HPE) creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company and ranked 10 on the Fortune 500 list for 2012, HPE brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents. HPE invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients. And at HPE, we know that our people and values are the most important elements in this success.

Enterprise Group sells a converged infrastructure portfolio of standards-based, integrated products & services developed specifically to solve the complexities of the extended enterprise and deliver advanced solutions and services for traditional “brick and mortar” data centers, as well as for customers looking to the “cloud” to manage their IT environment. The Enterprise Group Sales organization is comprised of over 11,000 professionals in sales, solution architecture, services and support functions. Together with our partners, we deliver HPE’s Converged Infrastructure to our Global, Commercial and Public Sector and SMB customers throughout the regions.

TERRITORY SALES MANAGER - PUBLIC SECTOR

JOB DESCRIPTION:
Serves as the expert to the partner for extremely complex information regarding product, services, promotions and configurations.
Promotes company offerings to become a key part of the partner's business and solutions; Will be brought by partner to sell company brand to end-customers
Establishes and maintains account plans to promote sales growth
Achieves assigned quota for company products, services.
Creates, fills-in and manages company funnel for deals with partners and transforms potential leads into joint sales activities.
Actively engages company resources and senior executives to build strategic relationships with the partner which ensures long-term business opportunities for company.
Provides the business rationale and risk assessment for making company investments in the partner.
Ensures partners are compliant with legal and SBC practices
May drive SOW growth with distributors who are managing small partners on behalf of company
May recruit and develop business relationship with new partners
Primary focus for partners sales on Public Sector

EDUCATION AND EXPERIENCE REQUIRED:
University or Bachelor's degree
Typically 8-12 years of selling experience at end-user account and partner level
Experience selling to partners / public sector in a complex environment

KNOWLEDGE AND SKILLS REQUIRED:
Thorough understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models
Thorough understanding of company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
Thorough understanding of company's products, software, and services. Able to communicate the strengths of company's offerings relative to competition, and overcome objections
Effectively sells company offerings by building strategic relationships with partner decision makers; aligning partner and company processes; and promoting company programs and offerings
Develops strategic plans with the partner to grow the size of the business and company's share
Partners effectively with others in the account to ensure coordinated efficient account management.
Ability to motivate partner's sales force.
Coordinates and directs efforts across company sales teams and across business groups
Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members

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