Territory Account Manager, Hewlett Packard Enterprise

Hewlett Packard Enterprise

Location:
Australia, Sydney

Category:
Sales

Contract Type:
Employment contract

Salary:

Not provided

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Job Description:

The Territory Account Manager serves as the overall account lead for large named accounts within a territory, specializing in growing base business, complex solutions, and new business opportunities. Responsibilities include account planning, quota management, pipeline tools, and collaboration with global teams.

Job Responsibility:

Coordinates/Owns account plans for commercial and mid-market accounts in the account planning process
Focuses on deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions
Uses specialty to leverage existing opportunities in account
Establishes a professional working relationship (up to the executive level) with clients, focusing mainly on specialist buyers, e.g. IT
Analyzes win/loss rates and drives recommendation to improve ratios
Works with and leverages external partners to deliver a solution to the customer
Refers company volume products and certain value products to other specialists or partners as needed
Utilizes the support of pre-sales and specialists, and depending on account coverage with inside sales to lead deal pursuit
Responsible for achieving/managing quota based on regional guidelines
Enters and is accountable for all opportunities in pipeline tools and processes
Recommends and implements pipeline management practices
Implements margin recovery activities/strategies in full or partial account ownership based on account coverage
Acts as a first interface for owned accounts in collaboration with members of global business teams
Contributes to or designs sales policy and strategy for assigned business segment.

Requirements:

Detailed knowledge of key customer types or customers on given products
3-5 years of experience
Account management experience required
Experience in product specialty (computers, printers, servers, storage)
Inside Account experience of large commercial of large complexity
Solid IT acumen on how to align with specific company services or product lines
Partner organization intelligence aligned with partner management skills
Assess solution feasibility from a technical and business perspective to determine qualify-in/quality-out status
Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off
Negotiation skills and ability to frame the value proposition for the customer
Ability to utilize resources effectively in order to pursue revenue-generating opportunities in the account
Ability to understand the customer's business issues and translate to company solutions
Enough knowledge about product, services and client's core business, to be able to sell transactionally, as well as generate leads
Ability to prioritize and drive strategic sales activity on multi-product basis or solution basis
Competitive selling skills.

Nice to have:

Negotiation skills
Partner management skills
Competitive selling skills.

What we offer:

Health & Wellbeing programs
Personal & Professional Development programs
Inclusive working environment that values varied backgrounds.

Additional Information:

Job Posted:
July 07, 2025

Employment Type:

Fulltime

Work Type:

Hybrid work

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Territory Account Manager