Sales Manager - Army, Air Force and DISA

Sales Manager - Army, Air Force and DISAThis role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Job Description:

Leads the U.S. Army, Air Force, Space Force, Defense Information Systems Agency (DISA), U.S. DoW European Theater and Combatant Command sales community to success. Communicates direction to the team in line with the company’s vision and strategy. Inspires the team to meet and exceed goals. Manages the HPE sales motion towards growth and increased profitability. Creates a high performing team through recruiting, developing, and retaining talent. Organizes the team and adapts the resource mix to maximize the team’s and HPE’s achievement, market coverage and financial performance. Coaches to assure best in class individual and team sales performance. Orchestrates major Enterprise-level customer engagements to deliver results and create the best customer experience in the industry. Manages escalations to solution, and solution to opportunity. Drives a hunting mentality. Engages customer executives to understand the customers’ business context, build trust, and deliver HPE’s value proposition in line with that. Creates early stage opportunities by managing top customers’ executive level relationships. Coaches and enables teams to craft the right technical, IT investment and pricing strategies to win. Partners with stakeholders to maximize cross-HPE team efficiency and customer success. Helps teams to eliminate or navigate barriers and overcome obstacles. Establishes sales methodology for end-to-end sales process management. Manage sales planning and follows-up actions to ensure consistent execution. Provides timely and accurate sales forecasts. Provides customer feedback and won/loss deal analysis into the broader HPE team.

Manages and controls activities within a sub-region or Region; Typically manages 6-9 or more direct reports. Span of Control guidelines may differ from these numbers.

Responsibilities:

Strategic Leadership:

• Leads the U.S. Army, Air Force, Space Force, Defense Information Systems Agency (DISA), U.S. DoW European Theater and Combatant Command sales community to success. Communicates effectively to set direction for the team in line with the company’s vision and strategy.
• Inspires the team to meet and exceed goals.
• Manages the HPE sales motion strategy and deployment towards growth and increased profitability.
• Creates and supports a high performing team through recruiting, developing, promoting, and retaining best in class talent.
• Organizes the team and adapts the resource mix to maximize the collective team’s and HPE’s achievement, market coverage and financial performance.
• Actively and regularly coaches to ensure best in class individual and team sales performance.
• Displays uncompromised integrity. Propagates our culture and values and the importance of winning the right way.

Customer Intimacy:

• Orchestrates major Enterprise-level customer engagements for HPE to make sure we deliver results through the best customer experience in the industry.
• Acts as a role model for the sales community by displaying will to win and action oriented leadership, and by holding customers in the center.
• Manages escalations to solution, and solution to opportunity. Drives a hunting mentality.
• Engages with key customer executives (CEO, CFO, COO) to understand the customers’ business context and build trust. Coaches and guides team members to develop and deliver HPE’s value proposition in line with the customer's business priorities.
• Creates early-stage opportunities by managing top customers’ executive level relationships.
• Coaches and enables teams to craft the right technical, IT investment, pricing and sales strategies to win.
• Partners with stakeholders (channel, categories, HR, legal, other sales teams) across business units to maximize customer success and team efficiency PAN HPE.
• Helps teams to bust barriers and overcome obstacles.

Managing the Business:

• Establishes sales methodology for end-to-end sales process management, with clear roles and responsibilities in each stage of the sales process.
• Manages strategic and tactical sales planning at both segment and account levels, considering the intersection of technology, people and economics.
• Follows up to ensure consistent execution.
• Provides timely and accurate sales forecasts and outlooks for customer and market dynamics.
• Provides structured customer feedback, competitive assessments and won/lost deal analysis into category, R&D, strategy & planning and sales teams to promote learning.

Education and Experience:

• Typically 10+ years’ experience in sales, including success in achieving progressively higher quota and other sales goals.
• 5+ Experience with the U.S. Army, Air Force, Space Force, Defense Information Systems Agency (DISA), U.S. DoW European Theater and Combatant Command missions and priorities.
• 5+ years’ experience managing high performing sales teams preferred
• Knowledgeable about Federal/DoW funding and procurement/acquisition processes.
• Demonstrated excellence in project management.
• University or Bachelor’s degree preferred, or equivalent experience

Knowledge and Skills:

Strategic Leadership:

• Deploys Purpose and Vision: Understands HPE's vision and strategy. Aligns and translates them into the team’s vision, purpose, and clear goals.
• Strategic Thinking: Understands how to best deploy the business model, individual and team strengths to the most impactful opportunities or challenges. Understands various sales motions and their impact on P&L. Coaches and guides the direct and indirect team to consider each deal's impact to HPE's long-term success. Leads the team to determine how HPE adds value to our customer and our customer's customers.
• Leads through Change: Anticipates and embraces business changes; directs and enables shifts within the team.
• Inspires the Team: Engages and energizes team members to achieve team goals and realize their individual potential.
• Builds Teams: Creates and supports a high performing team through attracting, hiring, developing, promoting, and retaining best in class talent. Plans resource allocation and aligns talent to opportunities, to maximize the effectiveness of the coverage model.
• Develops Talent: Coaches, mentors, and develops talent to maximize individual and team performance. Acts as an advisor helping teams navigate unusual deal situations while encouraging learning.
• Integrity: Wins the right way and displays high ethical standards in every action.

Customer Experience:

• Builds Long-Term Customer/Partner Relationships: Understands the customer's or partner's strategy and business needs and positions HPE as a partner invested in the customer's/channel partner's long term business outcomes, leveraging HPE’s portfolio.
• HPE Portfolio Knowledge: Builds and continually updates an understanding of the full portfolio of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers. Guides the team to define a strategic solutions roadmap for the customer and articulate targeted solutions to add value to the client.
• IT Industry Acumen: Builds and maintains up-to-date knowledge of IT industry developments and technology trends with potential impacts on our customers.
• Vertical/Industry Knowledge preferred: Understands industry drivers, trends, best practices, and customer needs. Able to define how HPE adds value in a customer's business and in an industry. Able to articulate value propositions and messaging tailored to the customer's industry and practices.

Managing the Business:

• Business Analysis: Demonstrates mastery at understanding and analyzing customer, competitor, market, country-specific, and financial information. Leverages analytics, sound judgment, and an ability to "see beyond the data" to decide on winning tactics.
• Sales Methodology: Deploys sales methodology to maximize coverage and customer engagement.
• Drives Results: Drives results (pipeline, forecast, revenue, profit) in alignment with the company strategy. Drives sales execution. Maximizes outcome of resources.
• Business and Financial Acumen: Understands how different parts of a business interoperate to produce business outcomes, including financial outcomes. Understands how actions and decisions impact customer, partner, and HPE achievement and KPIs. Understands general business concepts and the economy. Able to interpret financial reports and make relevant conclusions for planning.

Scope and Impact:

• Manages a team of (6-9) client specialists covering U.S. Army, Air Force, Space Force, Defense Information Systems Agency (DISA), U.S. DoW European Theater and Combatant Command customers globally.
• Manages moderate to large quotas dependent on customer scope and complexity, including operating profit targets.
• Participates in and influences investment, pricing, and resource allocation decisions.

Complexity:

• Navigates and manages risks that may impact deals across multiple countries (e.g., country-specific, political, economic, etc.)
• Responsible for complex multi-BU business deals, taking into account P&L impact.

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 also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

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Job:

Sales

Job Level:

Manager_1"The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level.
– United States of America: Annual Salary USD 221,000 - 429,000 in Massachusetts // 194,500 - 456,500 in Maryland & Virginia
This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 60%/40%."

Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html

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 for employment qualified applicants with criminal histories.

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