Overview
The Networking Territory Manager is the primary account lead for a portfolio of strategic Federal Government and selected commercial accounts in Canberra. This role serves as the single point of contact for customers, develops trusted relationships, understands business and IT priorities, and delivers networking solutions that drive measurable customer value while achieving revenue and margin targets. It is accountable for the full HPE Networking portfolio, including HPE Aruba Networking and HPE Juniper Networks solutions, and is a quota‐carrying, field‐based sales role focused on growing existing accounts, identifying new business opportunities, and leading complex solution sales in collaboration with presales, partners, and internal stakeholders.
Key Responsibilities
* Own and execute account plans for strategic Federal Government and commercial customers.
* Develop and maintain senior stakeholder relationships, including engagement at executive level.
* Identify customer business challenges and align HPE Networking solutions to deliver value.
* Drive pipeline generation, qualification, and progression of opportunities.
* Lead complex sales cycles, including multi‐product and solution‐based sales (hardware, software, and services).
* Position and sell across the full HPE Networking portfolio (Aruba and Juniper) based on customer requirements.
* Focus on growing existing accounts while also creating net new opportunities.
* Collaborate with partners and the channel ecosystem to improve coverage and win rates.
* Work closely with presales teams and specialists to develop and position solutions.
* Maintain accurate and up‐to‐date pipeline management (forecasting, opportunity tracking, deal progression).
* Achieve and exceed quarterly and annual sales targets.
* Build and execute a territory plan aligned to customer priorities and growth objectives.
* Support margin optimisation and strong commercial positioning within deals.
Experience & Qualifications
* Australian Citizenship (required for Government security clearance eligibility).
* Proven sales experience within Federal Government or public sector (preferred).
* Strong track record in account management and complex solution selling.
* Experience in networking or adjacent infrastructure technologies (preferred).
* Typically 5–8 years of relevant sales experience.
* Bachelor's degree or equivalent experience (preferred).
Skills
* Strong consultative selling capability with the ability to influence customer decision‐making.
* Ability to understand customer business challenges and translate them into technology‐led solutions.
* Experience working across internal teams and external partners to deliver outcomes.
* Strong relationship management skills, including engagement at executive level.
* Effective pipeline and territory management capability.
* Commercial acumen with the ability to balance revenue growth and margin outcomes.
* Understanding of the channel ecosystem and partner engagement models.
* Strong competitive selling skills and market awareness.
* Ability to articulate clear and compelling value propositions, from opportunity through to contract close.
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
* Intellectual Curiosity
* Long Term Planning
* Managing Ambiguity
What We Can Offer You
* Health & Wellbeing – we strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
* Personal & Professional Development – we invest in your career because the better you are, the better we all are, with programs to help you reach any career goal.
* Unconditional Inclusion – we are unconditionally inclusive in the way we work and celebrate individual uniqueness, and we provide flexibility to manage our work and personal needs.
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 we make are based on qualifications, merit, and business need.
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