Manager

  

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn 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. 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

   

Management Level Definition:

Applies expert subject matter knowledge to manage staff activities in solving the most complex business/technical issues within established policies. Manages activities of exempt individual contributors (typically Expert/Master) and/or MG1s. Has accountability for a large multi-department area(s) or location(s) with significant impact on business unit results and organizational strategy. Acts as a key advisor to senior management on the development of overall policies and long-term goals of the organization. Plans, manages, and monitors high-end operational/tactical activities of Staff. Staff members' primary focus is on either high-end tactical or broad strategic issues or a combination of both. Recruits and supports development of direct staff members. Position typically reports to Director or above. 
Manages and controls activities within a sub-region or Region; Typically manages 10 or more direct reports.  

Sales Manager: 

Leads the 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 enable 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. Help teams to bust barriers and overcome obstacles. Establishes sales methodology for end-to-end sales process management. Manage sales planning and follows up to ensure consistent execution. Provides timely and accurate sales forecasts. Provides customer feedback and won/loss deal analysis into the broader HPE team.

Responsibilities:
Strategic Leadership:

Leads the sales community to success by communicating effectively to set direction for the team in line with the company’s vision and strategy. Manages the HPE sales motion strategy, pricing strategy, IT investment strategy and deployment towards growth and increased profitability. Understands theCreates 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.Displays uncompromised integrity. Propagates our culture and values and the importance of winning the right way.Understand the geopolitics of the country and carve out a plan to penetrate the unaddressed marketBuild strategic partnership with stakeholders (channel, categories, HR, legal, other sales teams) across business units to maximize customer success and team efficiency across HPE.

Customer Intimacy:

Orchestrates major Enterprise-level customer engagements for HPE to make sure we deliver results through the best customer experience in the industryManages escalations to solution, and solution to opportunity. Drives a hunting mentality.Engage with key customer executives (CEO, CFO, COO) to understand the customers’ business context and build trust. Creates early-stage opportunities by managing top customers’ executive level relationships.Coaches and guides team members to develop and deliver HPE’s value proposition in line with the customer's business priorities and by displaying will to win and action oriented leadership, while holding customers in the center.

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 and ensuring consistent execution of the plan.Provides timely and accurate sales forecasts and outlooks for customers 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.

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.Build, Develop and Inspire the Team: Ability to create and support a high performing team through attracting, hiring, developing, promoting, and retaining best in class talent. Plans resource allocation and align talent to opportunities, to maximize the effectiveness of the coverage model. Acts as an advisor helping teams navigate unusual deal situations. Engages and energizes team members to achieve team goals and realize their individual potential.Integrity: Wins the right way and displays high ethical standards in every action.

Customer Intimacy:

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 to 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 KPI's. Understands general business concepts and the economy. Able to interpret financial reports and make relevant conclusions for planning.Complexity- Navigates and manages risks that may impact deals in the country (e.g., country-specific, political, economic, etc.) Ability to drive complex multi-BU business deals

Education and Experience:

University or Bachelor’s degree preferred, or equivalent experienceTypically 20+ years’ experience in sales, including success in achieving progressively higher quota and other sales goals.10+ years’ experience managing high performing sales teams preferredDemonstrated excellence in project management.

#LI-Hybrid

Additional Skills:

Accountability, Accountability, Active Learning (Inactive), 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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

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 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.

Let's Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

#taiwan#aruba

Job:

Sales

Job Level:

Manager_2

    

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 made on the basis of 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 can continue to innovate and grow together. Please click here: Equal Employment Opportunity.

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.