Hewlett Packard Enterprise Company Territory Account Manager Chicago - Aruba in Chicago, Illinois

Territory Account Manager Chicago - Aruba

Job Description:

Serves as the overall account lead (single point of contact) for numerous, large named accounts in an assigned country, geographic territory and/or industry; understands a client’s 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 business, complex solutions, and new business opportunities. Accounts may be managed remotely. Is supported primarily by presales and inside sales resources. These jobs focus on selling to customers, typically through work that occurs outside the company offices.


  • Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.

  • Extensive time working with and leveraging external partners to deliver solution sale.

  • Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level.

  • Develops business plan in conjunction with customer.

  • Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.

  • Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.

  • Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.

  • Enters all opportunities in pipeline tool and updates them weekly. Recommends and Implements industry leading Pipeline management practices.

  • Ability to implement margin recovery activities/strategies.

  • 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 (Volume Direct or Indirect).

Education and Experience Required:

  • University or Bachelor's degree.

  • Detailed knowledge of key customer types or customers on given products.

  • Viewed as expert in company; sought out by other Sales Representatives and/or first level managers for input.

  • Typically 8-12 years of experience as referenced above.

  • Industry experience required.

  • Experience in product specialty (computers, printers, servers, storage).

Knowledge and Skills:

  • Has good leadership skills and cross functional expertise.

  • Must have good time management skills.

  • Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs; particularly considering the specific industry/market.

  • Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale.

  • Hi level customer management relationship building, working at management and executive level in lines of business.

  • Partner organization intelligence aligned with partner management skills.

  • Advanced sales negotiation, and deal closing skills.

  • Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results.

  • Expertise in managing end- to-end sales processes in large deals.

  • Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.

  • Knowledge of the company's breadth of solutions and engages specialist resources as needed.

  • 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 complex solution basis.

  • Excels in competitive selling skills.

  • Sells across platform and specialty.



Job Level:


Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.

Hewlett Packard Enterprise

Technology innovation that fosters business transformation.

We Are In the Acceleration Business

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.

Standards of business conduct (SBC):

The Hewlett Packard Enterprise Standards of Business Conduct (SBC) embody the fundamental principles that govern our ethical and legal obligations to Hewlett Packard Enterprise. They pertain not only to our conduct within the company but also to conduct involving our customers, channel partners, suppliers and competitors.

Read more about how we win the right way.

Equal Opportunity Employer (EEO):

Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law.

Please click here: Equal Employment Opportunity.

If you’d like more information about your EEO right as an applicant under the law, please click here: Equal Employment Opportunity is the Law

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Hewlett Packard Enterprise is committed to working with and providing reasonable accommodation to qualified individuals with physical and mental disabilities. If you need assistance in filling out the employment application or require a reasonable accommodation while seeking employment, please e-mail globaltalentacquisition@hpe.com.

Note: This option is reserved for applicants needing a reasonable accommodation related to a disability.