Territory Account Manager, SLED; Columbus, OH

Position: Territory Account Manager, SLED (Columbus, OH)
* ** Handling K12 and Local Government.
*** Develops long term sales pipeline to increase the company’s market share in specialized area.
* Use expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline.
* Set direction for business development and solution replication.
* Creates and grows reference customers.
* Sell complex products or solutions to customers on a partnership basis.
* 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.
* University or Bachelor's degree;
Advanced degree or MBA preferred.
* Typically 12+ years of sales experience.
* 5+ years higher education or state account management experience.
* Experience in related industry.
* 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.

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

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** Hewlett Packard Enterprise
** Technology innovation that fosters business transformation.

We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives.

Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.
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