This role has been designated as ‘Edge’, which means you will primarily work outside of an HPE office.

Job Description:

This role will manage a group of sales professionals focused on the growth of our Small Medium Business through different routes to market. The primary routes to market include channel partners, eCommerce, Service Providers, and others. This global role will have individuals matrixed around the globe in multiple functions including Channel Managers, Distribution Development Managers, Route to market specialists and dotted line engagement with Marketing. Responsible for setting the direction and managing the deliverables of the assigned sales team and achieving revenue and expense objectives. Driving business development plans in each of the aligned routes to market. Resolves customer problems and participates in important negotiations with key customers and channel partners. Where appropriate, seeks to build strategic executive relationships externally with clients and internally within company, and partners with internal and external resources to develop best-in-class solutions for the customer. Manages the performance of individual contributors and of the team overall and grows talent within the organization.

Responsibilities:

• Accountable for business growth and achieves overall metrics (revenue, gross margin, market penetration, inventory management, supply-demand matching, installed base retention, cost control, customer satisfaction, workforce dashboards, etc.) for each route to market.
• Provides leadership to team on overall sales strategy, cost optimization, and disciplined process management (pipeline review, channel partner lifecycle management, etc.)
• Drives, supports, and influences business unit directional business models, go-to-market strategies, and sales/marketing initiatives.
• Ensures optimum sales coverage through indirect partner sales resources.
• Develops enablement plan, promotions and programs to drive route to market performance and support future growth.
• Manages complex matrix (virtual) organizations to achieve results for the company, partners, and customers.
• Builds lasting, consultative relationships with channel partner organizations.
• Builds long-term growth strategies.
• Demonstrates thought leadership and innovation by translating customer requirements to technology solving new business problems.
• Develops, implements, and executes the transactional velocity/volume selling capabilities in their organization to develop compelling business cases to differentiate and highlight the value of the company's broad portfolio.
• Provides the business rationale and risk assessment for making company investments in existing and new routes to market (or segments).
• Provides external leadership to industry, community, and press/media
• Plans for growth, acquires and manages talent, executes on growth strategies, and keeps field selling costs within industry benchmarks.

Education and Experience Required:

• University or bachelor’s degree required, advanced university or Master's degree preferred.
• Achieved planned financial results within a business at a region/area, business segment, or industry level.
• Acted as a sales executive in a global company responsible for sales achievement and operational efficiency.
• Managed large channel partner engagements.
• 10-15 year’s experience in multiple sales functions, regions, or business models resulting in broad business knowledge and how to drive a P&L.

Knowledge and Skills:

• Strategic sales planning & implementation - Orchestrates the development of strategic sales/business plans that reflect the company's business strategy, to advance market share/penetration, and achieve profitable growth.
• Budget Management & Cost Optimization - Establishes, tracks and enforces spending parameters to protect the company's business and sales assets, and ensures their effective engagement.
• P&L Management - Sets and manages the business investments and resource allocations essential to ensuring the financial growth & health of the corporation.
• Vertical Industry (Route To Market) Acumen - Develops and exercises a profound understanding of business dynamics within area of control, as a basis for informed business decision making.
• Workforce Planning - Builds acquisition and development strategies targeted to ensuring workforce readiness, and market opportunity responsiveness.
• Execution Management - Collaborates effectively with the company's business units and value chain partners to ensure operational responsiveness to challenges, and alignment with business imperatives. Acts decisively once decision is taken.
• Competitive Positioning/Strategy - Uses competitive intelligence in business development/planning and sales programmatic activities to develop counter strategies that will neutralize competitive influence on the customer's buying decisions.
• Transactional/Volume/High Velocity Selling - Approaches selling from a transactional perspective to ensure that company products and services accurately address the client's true business need in terms of type, scope, level.
• Business and Financial Acumen - Exhibits authoritative business and financial acumen to develop meaningful business recommendations; Understands the portfolio aspect of the company's products/services and how the businesses work together. Understands the balance sheet drivers of channel partners and balances with company requirements.
• Change Management - Develops methods for supporting innovation and change across the organization.
• Problem Solving - Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution.
• Global Presence - Represents the company on global accounts with the cultural sensitivity and business maturity appropriate to the high degree of corporate access and level of responsibility involved.
• Leadership - Able to lead effectively in a complex environment and deliver results; Able to influence without direct authority; Able to balance between competing priorities and be flexible and creative; Able to drive team performance to best in class; Able to create and build highly effective sales teams and organization; Able to communicate effectively across multiple levels in client organizations, the company and the industry.

Job:

Job Level:

States with Pay Range Requirement

The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.

Hewlett Packard Enterprise is EEO F/M/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.