Head of Enterprise Sales

Head of Enterprise Sales

This role has been designed as ‘’Onsite’ with an expectation that you will primarily work 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:

Sales Managers:

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 enables 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. Helps teams to bust barriers and overcome obstacles. Establishes sales methodology for end-to-end sales process management. Manages 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. Communicates effectively to set direction for the team in line with the company’s vision and strategy.
• •Inspires the team to meet and exceed goals.
• •Manages the HPE sales motion strategy and deployment towards growth and increased profitability.
• •Creates 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.
• •Actively and regularly coaches to assure best in class individual and team sales performance.
• •Displays uncompromised integrity. Propagates our culture and values and the importance of winning the right way.

Customer Intimacy:

• •Orchestrates major Enterprise-level customer engagements for HPE to make sure we deliver results through the best customer experience in the industry.
• •Acts as role model for the sales community by displaying will to win and action oriented leadership, and by holding customers in the center.
• •Manages escalations to solution, and solution to opportunity. Drives a hunting mentality.
• •Engages with key customer executives (CEO, CFO, COO) to understand the customers’ business context and build trust. Coaches and guides team members to develop and deliver HPE’s value proposition in line with the customer's business priorities.
• •Creates early stage opportunities by managing top customers’ executive level relationships.
• •Coaches and enables teams to craft the right technical, IT investment, pricing and sales strategies to win.
• •Partners with stakeholders (channel, categories, HR, legal, other sales teams) across business units to maximize customer success and team efficiency across HPE.
• •Helps teams to bust barriers and overcome obstacles.

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.
• •Follows up to ensure consistent execution.
• •Provides timely and accurate sales forecasts and outlooks for customer 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.

Education and Experience:

• •University or Bachelor’s degree preferred, or equivalent experience
• •Typically 10-12+ years’ experience in sales, including success in achieving progressively higher quota and other sales goals.
• •5+ years’ experience managing high performing sales teams preferred
• •Demonstrated excellence in project management.
• •Hands-on experience in distributor, channel partner business management is highly preferred.

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.
• •Inspires the Team: Engages and energizes team members to achieve team goals and realize their individual potential.
• •Builds Teams: Creates and supports a high performing team through attracting, hiring, developing, promoting, and retaining best in class talent. Plans resource allocation and aligns talent to opportunities, to maximize the effectiveness of the coverage model.
• •Develops Talent: Coaches, mentors, and develops talent to maximize individual and team performance. Acts as an advisor helping teams navigate unusual deal situations while encouraging learning.
• •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. Leverag