Senior Territory Manager for Public Sector

Senior Territory Manager for Public Sector Join us as a

Senior Territory Manager for Public Sector

at

HPE Aruba Networking . The role is designed as hybrid, expecting you to work on average 2 days per week from an HPE office.

About Hewlett Packard Enterprise Hewlett Packard Enterprise is a global edge‑to‑cloud company advancing how people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, turning insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next.

Job Description Aruba is redefining the “IT EDGE”, creating new customer experiences by building intelligent spaces and digital workspaces. We focus on campus, branch, mobility, and the IoT to transform business models with compute, context, control, and secure connectivity.

Responsibilities

Develop a long‑term sales pipeline to increase market share in the specialized area.

Use specialty expertise to seek new opportunities for customer value by expanding and enhancing existing opportunities.

Provide support to Account Managers.

Set direction for business development and solution replication.

Create and grow reference customers.

Sell complex products or solutions on a partnership basis.

Act as a dedicated resource to a few strategic accounts.

Sell small outsourcing deals, if required.

Focus on growing contractual renewals for large accounts, targeting higher‑total‑contract‑value renewals.

Maintain a professional, consultative relationship with C‑level executives for mid‑to‑large accounts.

Use cross‑portfolio knowledge to support account leads with solution integration.

Contribute to lasting executive relationships that establish the company’s consultative professionalism and promote its total solution capabilities.

Maintain expertise on IT at all levels: new applications, maintenance, typical budgets of CIOs, objectives, metrics.

Maintain broad market and competitor knowledge to ensure credibility with Customer Executives.

Education and Experience

University or bachelor’s degree; MBA or advanced degree preferred.

Directly related previous work experience.

Demonstrated achievement of progressively higher quota across diverse business customers.

Prior selling experience across a diverse set of selling responsibilities.

Recognized as an expert in the field by the company and customers.

Considered a mentor of selling strategy, including strategy design.

Typically, 12+ years of related sales experience.

Knowledge and Skills

Master-level knowledge of products, solutions, or services and competitor offerings for large, complex solutions.

Deep knowledge of key competitors and how to leverage that knowledge within accounts.

Expertise in consultative solution selling and business development, aligning client needs with solutions.

In‑depth knowledge of client business, structure, processes, and financials.

Proficient understanding of customer infrastructure and architecture.

Leadership and initiative in driving services sales: prospecting, negotiating, closing.

Leadership and initiative in driving full‑portfolio sales across hardware, software, and services.

Strategic business development planning, building effective business cases.

Balancing strategic and tactical pursuits to optimize coverage and revenue predictability.

Use C‑level engagement skills with account leads to add value.

Excellent project oversight skills.

Build account plans and strategies to drive incremental revenue.

Expert use of Siebel and accurate business forecasting.

Successful partner engagement and collaboration for additional revenue.

Understanding and selling high‑value software solutions.

Leverage the company's product and service portfolio to change the competitive landscape.

Recognize services as part of the strategic portfolio, promoting them in opportunities.

Maintain knowledge of industry trends, partner and ISV solutions.

Impact / Scope

Works on the company’s larger accounts.

Spends a significant percentage of time directly with customer interfaces across all levels.

Minimal direct time with customer technical buyers.

Typically assigned higher than average quota.

Complexity

Leads sales engagements where specialty knowledge is key to profitable delivery.

Accounts may be international or global.

Orchestrates regional pursuit resources for the account.

Balances industry knowledge with technology value to articulate business value.

Additional Skills Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross‑Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow‑Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Long‑Term Planning, Managing Ambiguity, and more.

Benefits

Health & Wellbeing: comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.

Personal & Professional Development: programs to reach career goals, knowledge expertise, or cross‑divisional skill application.

Unconditional Inclusion: inclusive culture celebrating individuality and providing flexibility.

Equal Employment Opportunity 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 are made on 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 innovate and grow together.

Hewlett Packard Enterprise is EEO Protected Veteran/Individual with Disabilities. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider qualified applicants with criminal histories.

No Fees Notice & Recruitment Fraud Disclaimer It has come to HPE’s attention that there has been an increase in recruitment fraud where scammers impersonate HPE or authorized recruiting agencies and offer fake employment opportunities. Scammers often seek personal information or money from candidates. Hewlett Packard Enterprise (HPE), its subsidiaries and affiliated companies, and authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. Candidates should verify any hiring agency claims and are solely responsible for verification. HPE disclaims liability for any damages arising from fraudulent representations.

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