Sales Manager, Networking

Hewlett Packard Enterprise•Washington, DC

4d•$234,000 - $568,000•Remote

About The Position

HPE Networking will unleash the power of the combined HPE Aruba Networking and Juniper Networking solutions. It is designed to address a broad range of customer segments, from small & medium businesses, to the largest enterprises. HPE Networking's innovative technology and open, standards-based approach to networking is resonating with customers around the world. The Sales Manager, Networking, is a key role in the success of HPE Networking who will lead the team by strategically selling, enabling, and executing a comprehensive GTM strategy.

Requirements

5+ years in front line sales leadership experience
Experience with named/major accounts
Networking Experience
Good background on Strategic Selling
Good technical aptitude
Collaborative
Good communicator, clear and concise
Analytical
Accessibility

Responsibilities

Manages moderate to large quotas dependent on region complexity, including operating profit targets.
Typically manages employees, resources, or projects across different BU's
May manage other related functions in addition to Sales
Participates and influences in investment decisions, pricing decision, and resource allocation.
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.
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 the strategies/requirements essential for focusing sales activities, forecasts accurately and communicates sales progress; actively manages and signs off on account business plans through scheduled reviews and updates.
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.
Reviews deals to ensure soundness and problem-free processing by the company's back-end operations; Monitors the number of deals with TAS plan reviewed by managers.
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.
Orchestrates the development of strategic sales plans that reflect the company's business strategy, to advance market share/penetration, and achieve profitable growth.
Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer's buying decisions.
Able to lead effectively in a complex and political environment, and deliver results; Able to influence without direct authority; Able to balance between competing priorities and be flexible and creative; Drives team performance to best in class.
Develops and exercises a deep understanding of business dynamics within area of control, as a basis for informed business decision making.
Approaches selling from a business solution perspective to ensure that company products and services accurately address the customer/client's true business need in terms of type, scope, level.
Develops methods for supporting innovation and change across the organization.
Assesses and manages employee performance to ensure individual and group excellence; counsels and supports individuals through selling challenges; manages performance and results of individuals through selling challenges; manages performance and results of high and low performers.
Models effective selling skills; motivates and supports sales teams in selling; demonstrates a high level of support in the pursuit and closing of deals.
Nurtures and advances the talent required to maintain the company's sales force excellence within area of control; sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force.
Ability to work through an environment of change and effectively lead a sales team through transitions beyond their control.
Leverages personal sales experience to participate in pursuit planning for key accounts.
Strengthens the alignment of account-team activities and priorities with management's business mission and goals.
Ensures that sales reps are trained on corporate tools and systems to ensure efficient use of time, better data collation, and elimination of the "management by spreadsheet" cycle.
Understands the overall company strategic direction and portfolio, and can assist sales teams in customizing solutions based on client needs.
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.
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.
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.