# Territory Manager for Commercial & SMB Market

**Company**: Hewlett Packard Enterprise
**Location**: Jakarta, Jakarta Raya
**Work arrangement**: hybrid
**Experience**: senior
**Job type**: full-time
**Category**: Sales
**Industry**: Technology

**Apply**: https://hpe.wd5.myworkdayjobs.com/en-US/Jobsathpe/job/Jakarta-Jakarta-Raya-Indonesia/Territory-Manager-for-Commercial---SMB-Market_1209666-2?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_58b334f0-329

## Description

We are seeking a Territory Manager for Commercial & SMB Market to serve as the overall account lead for numerous, large named accounts in an assigned country, geographic territory and/or industry. You will understand a client’s key business and IT challenges and requirements and focus on driving value for the client, while maximizing revenue and margin for the company.

**Responsibilities:**

- Coordinates and owns account plans for strategic commercial accounts in the account planning process

- Focuses on larger deals/opportunities and value and/or volume portfolio management, 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

- Sells solutions that include hardware, software and services

- Builds and deploys a territory account plan that includes working with partners, specialists

- Implements margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage

- Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams

- 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

- Deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings

- Extensive vertical industry knowledge and advanced degree of selling skills

- Typically 5-8 years of experience as referenced above

- Account management experience required

- Experience in product specialty (computers, printers, servers, storage)

**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

- Uses consultative selling skills to proactively help customers 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

**What We Can Offer You:**

- Health & Wellbeing: comprehensive suite of benefits that supports physical, financial and emotional wellbeing

- Personal & Professional Development: specific programs catered to helping you reach any career goals you have

- Unconditional Inclusion: unconditionally inclusive in the way we work and celebrate individual uniqueness

## Skills

### Required
- account management
- sales
- solution selling
- partner management
- consultative selling

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Source: [Apply at hpe.wd5.myworkdayjobs.com](https://hpe.wd5.myworkdayjobs.com/en-US/Jobsathpe/job/Jakarta-Jakarta-Raya-Indonesia/Territory-Manager-for-Commercial---SMB-Market_1209666-2?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)