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Territory Manager - Government - Networking

Hewlett Packard Enterprise · Hồ Chí Minh
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Loại hình
Toàn thời gian
Hình thức
Tại văn phòng
Cấp bậc
Trưởng / Phó phòng
Ngành nghề
Ngành nghề khác
Mức lương
Thương lượng
Địa điểm
Hồ Chí Minh, Hồ Chí Minh, Hồ Chí Minh

Tổng quan

  • Job Family Definition:
  • Serves as the overall account lead (single point of contact) for Government accounts in Southern Vietnam; understands their key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in a value or volume specialty (computers, servers, storage, services, printers) with focus on growing the base…
  • Management Level Definition:
  • Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution.…
  • Coordinates/Owns account plans for strategic commercial accounts in the account planning process
  • Focuses on larger deals/opportunities and value and and selling a range of company products and solutions.
  • Uses specialty to leverage existing opportunities and branch into more than one BU in the account.
  • Establishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs.
  • Engages partners effectively to improve win rates on selective deals.
  • Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
  • Generates leads for company volume products and certain value products and collaborates with other specialists or partners as needed.
  • Responsible for achieving/managing quarterly, half yearly or yearly quota.
  • Enters opportunities in pipeline tools and updates them weekly. Recommends and Implements Pipeline management practices.
  • Sell Networking solutions.
  • Build and deploy a territory account plan that includes working with partners, specialists.
  • Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.
  • Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Direct or Indirect).
  • Reviews and designs sales policy and strategy.
  • Education and Experience Required:
  • University or Bachelor's degree preferred.
  • Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings.
  • Networking knowledge and advanced degree of selling skills.
  • Typically 5-8 years of experience as referenced above.
  • Account management experience required.
  • Partnering or selling to Government
  • Knowledge and Skills:
  • Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs.
  • Ability to coordinate internal and external partners to deliver appropriate solution sale.
  • Able to interface with senior levels internal to the company and external client and partner groups.
  • Knows when to adjust business plans based on account and industry segment opportunities.
  • Use consultative selling skills to proactively help customer's with making IT business decisions.
  • Partner organization intelligence aligned with partner management skills.
  • Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off.
  • Ability to understand the customer's business issues and translate to the company's solutions.
  • Ability to prioritize and drive strategic sales activity on a solution basis.
  • Excels in competitive selling skills.
  • Needs a good understanding of the channel and how to partner.

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