Sales Manager

Role Overview

Sales Manager at Hewlett Packard Enterprise (HPE), located in UAE. This role is onsite 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 have the flexibility to manage our work and personal needs and make bold moves together as 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. Manage the HPE sales motion towards growth and increased profitability while creating a high performing team through recruiting, developing, and retaining talent.

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.
• Determine if an opportunity is profitable for the company.
• Actively manage business plans to meet revenue goals and quotes and advance the business interests of the company.

Pipeline & Opportunity 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.
• Manage escalations to solution, and solution to opportunity.
• Orchestrate major Enterprise-level customer engagements to deliver results and create the best customer experience in the industry.

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.
• 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.
• 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.
• Aligns area-of-control account and market opportunities with upstream strategic plans and metrics.

Demand Generation & Growth

• 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 or partner coverage and ensure sufficient sales reach across priority segments.
• Drives a hunting mentality.

Strategic Business Planning

• Translates business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control.
• Sets sales priorities and establishing these as the focus of individual or sales team activities.
• Manage the top and bottom-line by monitoring discounts and margins involved in individual deals to align them with group performance.
• Works with others to create mechanisms that shift the focus from low-hanging immediate wins to recognizing and providing incentives for large deals and wins.
• Understands industry drivers and the customer base better to bridge company solutions with account-relevant problems and opportunities.
• 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.
• Develop effective counter-measures and messages.

Sales Productivity & Operations

• Improve sales processes, tools and routines to increase productivity and reduce sales-cycle time.
• 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.
• Establish sales methodology for end-to-end sales process management.
• Manage sales planning and follow up to ensure consistent execution.

Cross-functional Execution

• Work closely with marketing, distribution, operations and finance to maximise sales.
• Partners with stakeholders to maximize cross-HPE team efficiency and customer success.
• 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.
• Helps teams to bust barriers and overcome obstacles.

Workforce Management & Development

• 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.
• 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.
• Sponsor and direct skill building activities to increase the productivity and accomplishments of the sales force.
• 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.
• Nurture and advance the talent required to maintain the company's sales force excellence within area-of-control.
• Recruit and support development of direct staff members.
• Inspire the team to meet and exceed goals.
• Organize the team and adapt the resource mix to maximize the team's and HPE's achievement, market coverage and financial performance.
• Coach to assure best in class individual and team sales performance.

Forecast & Budget Control

• Track and manage rolling forecasts and budgets to ensure timely and accurate roll-ups.
• Coaches and enables teams to craft the right technical, IT investment and pricing strategies to win.

Qualifications & Experience

• Typically 10 or more years 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

• Able to lead effectively in a complex 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.
• Applies advanced subject matter knowledge to manage staff activities in solving common and complex business and technical issues within established policies.

Additional Information

Work Arrangement

This role has been designed as onsite with an expectation that you will primarily work from an HPE office.

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 invest in your career through 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.

Inclusion & Accommodation

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing the secure form provided. HPE is an Equal Employment Opportunity employer and does not discriminate on the basis of race, gender, or any other protected category. We are an EEO Protected Veteran and Individual with Disabilities employer. 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.