Hewlett Packard Enterprise Company Hybrid IT Sales Manager in Massachusetts

Hybrid IT Sales ManagerPrimary LocationMassachusetts, United States

  • Overview

  • What you need to know about the job

  • Testimonials

  • Related Content

  • Map

Overview

At Hewlett Packard Enterprise, we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work. What sets us apart? Our people and our relentless dedication to helping our customers make their mark on the world.

We are a team of doers, dreamers and visionaries; inspired by our purpose and driven by our strategy. We live by our three values: partner, innovate and act.

Our legacy inspires us as we forge ahead, always pushing to discover what’s next. Every day is a new opportunity to advance and grow ourselves, our company and the industry. Some people call it an obsession, we call it a way of life.

Status:Full-Time

Level:Mid

Travel:No

Glassdoor Rating: 70%

Success Profile

What makes for a successful career at HPE?

Check out the top traits

we're looking for and see if you have the right mix.

Good listener8

Goal-oriented9

Proactive8

Communicator10

Relationship expertise7

Results-driven10

110

  • Competitive

  • Confident

  • Personable

  • Technologically savvy

  • Achiever

What you need to know about the jobJob ID1026213Date posted6/8/2018Primary LocationMassachusetts, United StatesOther locationAll,Connecticut,United States of AmericaJob CategorySalesScheduleFull timeShiftNo shift premium (United States of America)

Manage a group of sales specialists responsible for selling HPE’s Composable and Hyperconverged product portfolio. Responsible for setting the direction and managing the deliverables of the assigned sales team, and achieving revenue and expense objectives. Manages the performance of individual contributors and the team overall, focused on delivering the number and developing future talent.

Responsibilities -

Managing the Business:

  • Sales coverage- Builds well targeted business plans and strategies for allocating resources and driving sales activities to achieve margin; collaborates within the company and with the field to prioritize, facilitate and direct the use of resources.

  • Account Planning- Assists in planning sales strategy; manages the internal processes in support of sales reps and selling activities; aligns tactical account plans with overall corporate strategy; actively develops and manages geography business plans to meet revenue goals/quotas; develops plans that articulate thestrategies/requirementsessential for focusing sales activities, forecasts accurately and communicates sales progress; actively manages and signs off on account business plans through scheduled reviews and updates.

  • Pipeline management- Builds, monitors and orchestrates sales pipelines to ensure continuous population of near and long term opportunities; manages the size, shape and quality of pipeline; analyzes overall win rates and win/loss ratios.

  • Deal management- Reviews deals to ensure soundness and problem-free processing by the company's back-end operations

  • Business acumen- Exhibits base level of business, financial and legal acumen to develop meaningful business recommendations; continuously monitors and improves area-of-control operations to ensure alignment with the company's business direction, the quality of business practices and optimum organization performance.

  • Strategic sales planning & implementation- Orchestrates the development of strategic sales plans that reflect the company's business strategy, to advance market share/penetration, and achieve profitable growth.

  • Competitive Positioning/Strategy- Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer's buying decisions.

Leading & Managing Sales People:

  • Coaching & Performance Management- Assesses and manages employee performance to ensure individual and group excellence.

  • Leadership- Models effective selling skills; motivates and supports sales teams in selling; demonstrates a high level of support in the pursuit and closing of deals.

  • People development- coaches the talent required to maintain the company's sales force excellence within area of control;

  • Change management- Ability to work through an environment of change and effectively lead a sales team through transitions beyond their control.

Selling as a Sales Manager:

  • Focus on strategic direction- Understands the overall company strategic direction and portfolio, and can assist sales teams in customizing solutions based on client needs.

  • C-level partnering- Contributes to enduring executive relationships at the highest levels of the client's organization; personally interacts with executives; establishes professional relationships and credibility with key IT and business executives in support of other established relationships with the client.

  • Consultative selling- Strategizes and coaches team on how to apply consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company; prepares for client calls in partnership with sales teams and supports the efforts of the team during client meetings; ensures sales teams have access to other company resources and encourages them to nurture relationships with client influencers and decision makers.

  • Industry and client knowledge- Stays current with industry and competitive research and information to enable rich client dialogue; maintains an understanding of client business challenges, industry trends and markets; demonstrates breadth and depth of knowledge to position and map company capabilities that align to client business objectives and initiatives.

Qualifications:

Education and Experience Required -

  • Directly related management experience and work results including success in achieving progressively higher quota or other sales related goals.

  • Demonstrated level of sales management skills.

  • University or Bachelor's degree.

  • Typically 7+ years’ experience in sales.

Knowledge and Skills (In addition to core selling skills) -

Business Management:

  • Strategic Planning- Translates business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control Aligns area-of-control account and market opportunities with upstream strategic plans and metrics. Sets sales priorities and establishing these as the focus of individual or sales team activities.

  • Execution- Actively manages business plans to meet revenue goals/quotes and advance the business interests of the company. Determines if an opportunity is profitable for the company.

  • Forecast/Budget Control- Tracks and manages rolling forecasts and budgets to ensure timely and accurate roll-ups.

  • Pipeline Management- Builds, monitors and orchestrates sales pipelines to ensure continuous population of near- and long-term opportunities Balances quick wins against longer sales-cycle opportunities to ensure both immediate wins and long-term profitability for the company.

  • Operations Building/Improvement- Continuously monitors, troubleshoots and improves area-of-control operations to ensure alignment with the company's business direction, the quality of business practices, optimum organizational performance and a highly motivated sales force.

Sales Development:

  • Resource Brokering/Allocation- Collaborates across the company within the field to access, facilitate and direct the use of resources needed for effective selling.

  • Sales Facilitation- Applies influence and organizational savvy to advances.

  • Manages the top- and bottom-line - monitors discounts and margins involved in individual deals to align them with group performance.

  • Understands industry drivers and the customer base better to bridge company solutions with account-relevant problems and opportunities.

  • Builds stronger internal relationships with other groups to ensure seamless selling of total company solutions and to establish clear expectations for resource alignment and support.

  • Builds clear strategies for working with key accounts to pursue and close major opportunities, including clear identification of tactics for accelerating progress through the pipeline.