Sales Manager

Role Overview

Sales Manager at Hewlett Packard Enterprise (HPE), based in UAE. This is an onsite role with an expectation that you will primarily work from an HPE office.

Company Overview

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 value varied backgrounds 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.

Role Purpose

Lead and develop a high performing sales team to drive revenue growth through disciplined sales execution, strong pipeline management, operational excellence and effective demand generation. You will manage the HPE sales motion towards growth and increased profitability, create a high performing team through recruiting, developing, and retaining talent, and organize the team to maximize achievement, market coverage and financial performance.

Key Responsibilities

Sales Execution & Target Ownership

• Deliver revenue, margin and volume targets through high-velocity transactional sales.
• Drive day-to-day sales execution, ensuring strong conversion, deal closure and achievement of targets.
• Manage escalations to solution, and solution to opportunity.
• Determine if an opportunity is profitable for the company.
• Monitor discounts and margins involved in individual deals to align them with group performance.

Pipeline Management

• Maintain a healthy pipeline, track opportunities and improve conversion rates and sales velocity.
• Build, monitor and orchestrate sales pipelines to ensure continuous population of near- and long-term opportunities.
• Balance quick wins against longer sales-cycle opportunities to ensure both immediate wins and long-term profitability for the company.

Forecasting & Performance Management

• Provide accurate weekly and monthly sales forecasts and proactively manage gaps against target.
• Provide timely and accurate sales forecasts.
• Track KPIs such as revenue, bookings, margin, conversion, average deal size, win rate and sales velocity.
• Track and manage rolling forecasts and budgets to ensure timely and accurate roll-ups.
• Provide customer feedback and won/loss deal analysis into the broader HPE team.

Partner & Customer Management

• Manage relationships with transactional partners, resellers and customers to maximise sales opportunities.
• Orchestrate major Enterprise-level customer engagements to deliver results and create the best customer experience in the industry.
• Engage customer executives to understand the customers' business context, build trust, and deliver HPE's value proposition in line with that.
• Create early stage opportunities by managing top customers' executive level relationships.
• Build strategies for working with key accounts to pursue and close major opportunities, including clear identification of tactics for accelerating progress through the pipeline.
• Understand industry drivers and the customer base better to bridge company solutions with account-relevant problems and opportunities.

Demand Generation & Growth Opportunities

• Drive promotions, campaigns, bundles and sales plays that generate immediate demand and accelerate sell-through.
• Identify new products, customers, partners and routes to market that can generate incremental revenue.
• Identify gaps in customer and partner coverage and ensure sufficient sales reach across priority segments.
• Drive a hunting mentality.

Sales Productivity & Operational Excellence

• Improve sales processes, tools and routines to increase productivity and reduce sales-cycle time.
• Establish sales methodology for end-to-end sales process management.
• Manage sales planning, and follow up to ensure consistent execution.
• Ensure disciplined CRM usage, accurate reporting, timely follow-up and consistent sales processes.
• Continuously monitor, troubleshoot and improve 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.

Team Leadership & Development

• Lead the sales community to success.
• Communicate direction to the team in line with the company's vision and strategy.
• Inspire the team to meet and exceed goals.
• Create a high performing team through recruiting, developing, and retaining talent.
• Coach to assure best in class individual and team sales performance.
• Personally develop employee performance to ensure individual and group excellence.
• Coach and develop sales personnel in such activities as solution selling or relationship building.
• Review, brainstorm, validate, and troubleshoot selling strategies for individuals and account teams.
• Coach the sales team, establish clear targets and create a strong accountability and performance culture.
• Assess and manage employee performance to ensure individual and group excellence.
• Build individual and group commitment to business goals and personal excellence.
• Sponsor and direct skill building activities to increase the productivity and accomplishments of the sales force.
• Nurture and advance the talent required to maintain the company's sales force excellence within area-of-control.
• Coach and enable teams to craft the right technical, IT investment and pricing strategies to win.
• Help teams to bust barriers and overcome obstacles.

Workforce Planning

• Actively monitor, identify and address sales and resource capability gaps within area-of-control.
• Manage span of control issues to ensure such goals as adequate account coverage, employee retention, effective succession planning, and optimum implementation of workforce re-alignment models.
• Organize the team and adapt the resource mix to maximize the team's and HPE's achievement, market coverage and financial performance.

Strategic Planning & Business Management

• Translate business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control.
• Align area-of-control account and market opportunities with upstream strategic plans and metrics.
• Set sales priorities and establish these as the focus of individual or sales team activities.
• Actively manage business plans to meet revenue goals and quotes and advance the business interests of the company.
• Work with others to create mechanisms that shift the focus from low-hanging, immediate wins to recognizing and providing incentives for large deals and wins.
• Build stronger internal relationships with other groups to ensure seamless selling of total company solutions and establish clear expectations for resource alignment and support.
• Develop effective counter-measures and messages.
• Manage the top- and bottom-line.

Cross-functional Collaboration

• Work closely with marketing, distribution, operations and finance to maximise sales.
• Partner with stakeholders to maximize cross-HPE team efficiency and customer success.

Qualifications & Experience

• Typically 10 or more years of experience in sales.
• Directly related management experience and work results including success in achieving progressively higher quota or other sales related goals.
• Demonstrated level of project management skills.
• University or Bachelor's degree.

Skills & Competencies

• Ability to lead effectively in a complex environment and deliver results.
• Ability to influence without direct authority.
• Ability to balance between competing priorities and be flexible and creative.
• Drive team performance to best in class.

Additional Information

Work Arrangement

This role is onsite with an expectation that you will primarily work from an HPE office.

Benefits

HPE provides a comprehensive suite of benefits that supports physical, financial and emotional wellbeing. The company invests in your career through specific programs designed to help you reach your career goals, whether you want to become a knowledge expert in your field or apply your skills to another division.

Inclusion & Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. HPE is an Equal Employment Opportunity, Veterans, Disabled, and LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category. 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. If you believe you require accommodation during any stage of the application or interview process, please submit your request through the secure form available on the HPE careers website.