Sales Manager - NYC

Hewlett Packard Enterprise•Jersey City, NY

3d•Remote

About The Position

As a Sales Manager with HPE, you will apply your subject matter knowledge to manage staff activities in solving the most complex business/technical issues within established policies. This role manages the activities of exempt individuals. You will have accountability for a large multi-department area with significant impact on business unit results and organizational strategy, acting as a key advisor to senior management on the development of overall policies and long-term goals of the organization. This role is responsible for HPE's portfolio and Sales Teams, primarily in the New York Metro region.

Requirements

University or Bachelor’s Degree preferred, or equivalent experience.
Engineering or technology education, advanced degree or MBA desired.
Typically 10+ years account management experience.
Prior direct people manager experience required
Experience leading global teams preferred.
Experience in IT industry.
Demonstrated sales and management success.

Nice To Haves

Experience as IT leader and/or working with customers a plus.
Experience in vertical industry a plus in Energy, Manufacturing, Aerospace and Healthcare.
P&L and risk management skills and experience preferred.
Experience in different sales roles a plus.
International, multi-cultural experience a plus.
Experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge desired.

Responsibilities

Leads direct and matrix team to growth across the HPE Portfolio
Articulates a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions.
Incorporates an understanding of competitive pressures for the customer and customer's industry trends into messaging into the account.
Influences the decision-making of customer executives including the C-level, through credibly describing the value of HPE's and relevant partner solutions, and their relevance to the customer's priorities.
Positions HPE strategy and solutions in such a way that the customer sees that HPE is critically important to their business in the short and long term.
In order to create a transformational business value framework, industry knowledge is often essential.
Proactively leads development of a compelling business value framework for the customer, reflecting vertical industry requirements.
Where appropriate, builds multiple sales motions with the customer - sell with, sell through, OEM and joint product development.
Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way.
Orchestrates all business units.
Continuously accelerates growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer.
Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account.
Actively leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance.
Runs internal reviews connected to deals and sales planning.
When appropriate, manages account P&L.
Builds new financial and business models for different sales motions.
Actively engages with the customer to identify opportunities, starting from the higher levels of the customer organization.
Translates customers' business challenges and goals into IT opportunities in a compelling way.
Proactively ensures a strong and rightsized pipeline funnel from the account team at a global level, leading cooperation across geographies to ensure interlock where applicable.
Leads and governs pipeline building activities for the account, delegating to other account team members as appropriate.
Identifies and develops high value opportunities for short and mid-term success.
Proactively leads early engagements.
Orchestrates available company and partner resources to maximize value for the customer and HPE.
Accountable for deal closure.
Ensures end to end clear governance and ownership throughout the team, for all deals in the pipeline, at a global level for all sales motions.
Drives deals of high complexity and size to closure through managing a multi-disciplinary geographically dispersed team, including partners.
Knowingly invests in maintaining and developing a professional relationship network within the C-level customers and partners to maximize efficiency and effectiveness for HPE and support different sales motions.
Understands and leverages the underlying principles for customer organization's functioning in detail.
Builds influential relationships with customer and partner executives, including the C-level when necessary.
Proactively defines the right engagement model with the customer's key influencers and decision makers.
Develops and maintains a comprehensive view of the partner landscape in the account - from IT, vertical industry, and Joint Go-To-Market (JGTM) perspectives.
Proactively owns and develops the partner relationship.
Leads active governance for the partner network for the account and for JGTM efforts.
Works with the Management to align on strategy including Partner Business Managers.
Develops a clear understanding of the customer's innovation agenda and anticipated implementation plan, and plans HPE's contribution to this agenda.
Where appropriate, works with HPE's business units to influence HPE's roadmaps, so HPE can better contribute to customer's innovation.
Works with HPE's business units to develop new business models to match customer's innovation agenda and increase HPE's long term relevance to the customer and industry.
Constantly develops and updates expertise in IT technology.
Engages effectively with the customer's CTO/CIO.
Articulates relevant modern trends in IT and presents them to the C-level within the customer.
Describes portfolio pieces in detail and references their use in other customers.
Mentors others within HPE.
Acts as people manager for direct reporting team members.
Actively builds, develops and leads the extended account team.
Runs a comprehensive governance with the extended team and empowers account team to engage on different levels at the account.
Establishes an ongoing process to provide feedback to account team members and relevant managers.
Actively works with relevant managers to provide development opportunities for extended team members.
For people managers: Creates and supports a high performing team through hiring, developing and retaining best in class talent.
Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience.
Fully utilizes the entire set of HPE tools and processes for customer advocacy.
Effectively leverages the existing tools, processes and resources to continuously assure a high level of customer satisfaction and loyalty.
Champions formal Total Customer Experience (TCE) process for the customer.
Accountable for building and executing action plan to improve TCE on on-going basis.
Fully owns the development and execution of the HPE Account Business Plan for a given account, including international business and various sales motions.
Leads the collective effort to build and maintain both strategic and tactical elements of the plan.
Shares and aligns the plan with relevant stakeholders; provides inputs for geography plans where appropriate.
Organizes the extended team and adapts the resource mix to maximize the team’s and HPE’s achievement, market coverage and financial performance.

Benefits

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.
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.
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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