6 days old

Commercial Territory Manager

Aruba Networks
Richmond, VA 23219
  • Job Code

Hewlett Packard Enterprise advances the way people live and work. We bring together the brightest minds to create breakthrough technology solutions, helping our customers make their mark on the world.

Aruba is redefining the "Intelligent Edge" Aruba is creating new customer experiences by building intelligent spaces and digital workspaces - leading next-generation network access solutions for the mobile enterprise. We are focused on campus, branch, mobility, and the IoT to transform businesses with the combined power of computing, context, control, and secure connectivity. We help some of the largest and most exciting companies globally to modernize their networks to meet the demands of a digital future.

Sounds like you? Then we have the right opportunity!

How You'll Make Your Mark:

Job Family Definition:

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 clients 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 HPE offices.

Management Level Definition:

Applies developed subject matter knowledge to solve common and complex business issues within established guidelines 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 within generally defined policies and practices to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.


Coordinates/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.

Sell solutions that include hardware, software and services.

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.

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:

About You:

University or Bachelor's degree preferred.

Has 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.

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.

Join us and make your mark!

What we can offer you:

Extensive benefits, a competitive salary and participation in the shared values and purpose that make Hewlett Packard Enterprise one of the worlds most attractive employers! At HPE, our goal is to provide equal opportunities, flexible work-life balance, and constantly evolving career growth.

If you are looking for challenges in an exciting, supportive and international work environment, then we definitely want to hear from you. Continue the conversation by clicking apply now below, or directly via our Careers Portal at www.hpe.com/careers.

Then lets stay connected!

Find out more about us and follow us on:



HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

#Aruba #ArubaUS #Diversity


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.

Posted: 2021-11-21 Expires: 2021-12-20
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Commercial Territory Manager

Aruba Networks
Richmond, VA 23219

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