Hewlett Packard Enterprise Company Networking Sales Manager in Teleworker, Kansas
Networking Sales Manager Teleworker, Kansas
What you need to know about the job
At Hewlett Packard Enterprise, we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work. What sets us apart? Our people and our relentless dedication to helping our customers make their mark on the world.
We are a team of doers, dreamers and visionaries; inspired by our purpose and driven by our strategy. We live by our three values: partner, innovate and act.
Our legacy inspires us as we forge ahead, always pushing to discover what’s next. Every day is a new opportunity to advance and grow ourselves, our company and the industry. Some people call it an obsession, we call it a way of life.
What you need to know about the job
Primary Location:Teleworker, Kansas
Shift:Shift 1, 0% premium (United States of America)
Hewlett Packard Enterprise advances the way people live and work. We bring together the brightest minds to create breakthrough technology solutions, helping our customers make their mark on the world.
Aruba is redefining the "Intelligent Edge" Aruba is creating new customer experiences by building intelligent spaces and digital workspaces - leading next-generation network access solutions for the mobile enterprise. We are focused on campus, branch, mobility, and the IoT to transform businesses with the combined power of computing, context, control, and secure connectivity. We help some of the largest and most exciting companies globally to modernize their networks to meet the demands of a digital future.
Sounds like you? Then we have the right opportunity!
How You'll Make Your Mark:
Job Family Definition:
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.
Management Level Definition:
Applies expert subject matter knowledge to manage staff activities in solving most complex business/technical issues within established policies. Manages activities of non-exempt/exempt individual contributors (typically Expert/Master) and/or MG1s. Has accountability for a large multi-department area(s) or location(s) with significant impact on business unit results and organizational strategy. Acts as a key advisor to senior management on the development of overall policies and long-term goals of the organization. Plans, manages and monitors high-end operational/tactical activities of Staff. Staff members' primary focus is on either high-end tactical or broad strategic issues or a combination of both. Recruits and supports development of direct staff members. Position typically reports to Director or above.
•Directs and controls activities within a sub-region or Region.
•Typically manages 10 or more direct reports. Span of Control guidelines may differ from these numbers.
Managing the Business
•Sales coverage- 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.
•Account Planning- 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.
•Pipeline management- 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.
•Deal management- 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.
•Business acumen- 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.
•Strategic sales planning & implementation- Orchestrates the development of strategic sales plans that reflect the company's business strategy, to advance market share/penetration, and achieve profitable growth.
•Competitive Positioning/Strategy- Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer's buying decisions.
Leading & Managing Sales People
•Coaching & Performance Management- 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.
•Leadership- Models effective selling skills; motivates and supports sales teams in selling; demonstrates a high level of support in the pursuit and closing of deals.
•People development- 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.
•Change management- Ability to work through an environment of change and effectively lead a sales team through transitions beyond their control.
Selling as a Sales Manager
•Focus on strategic direction- Understands the overall company/TSG strategic direction and portfolio and can assist sales teams in customizing solutions based on client needs.
•C-level partnering- 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.
•Consultative selling- 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.
•Industry and client knowledge- 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
•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.
•Typically 7+ years’ experience in sales.
Knowledge and Skills:
In addition to core selling skills:
•Strategic Planning- Translates business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control Aligns area-of-control account and market opportunities with upstream strategic plans and metrics. Sets sales priorities and establishing these as the focus of individual or sales team activities.
•Execution- Actively manages business plans to meet revenue goals/quotes and advance the business interests of the company. Determines if an opportunity is profitable for the company.
•Forecast/Budget Control- Tracks and manages rolling forecasts and budgets to ensure timely and accurate roll-ups.
•Pipeline Management- Builds, monitors and orchestrates sales pipelines to ensure continuous population of near- and long-term opportunities Balances quick wins against longer sales-cycle opportunities to ensure both immediate wins and long-term profitability for the company.
•Operations Building/Improvement- Continuously monitors, troubleshoots and improves 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.
•Resource Brokering/Allocation- Collaborates across the company within the field to access, facilitate and direct the use of resources needed for effective selling.
•Sales Facilitation- Applies influence and organizational savvy to advances.
Strategic Business Planning
•Manages the top- and bottom-line - monitors 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/wins.
•Understands industry drivers and the customer base better to bridge company solutions with account-relevant problems and opportunities.
•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.
•Develop effective countermeasures and messages.
•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.
Sales Team/Individual Coaching
•Provides better coaching and mentoring opportunities - less improvisation, more planful, more call-related modeling.
•Reviews and provides counseling on account-team deals.
•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.
•Assesses account teams for strengths/challenges and ensures that the team capitalizes on individual strengths, while compensating for individual challenges.
•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.
•Vertical Industry Acumen- Develops and exercises a deep understanding of business dynamics within area of control, as a basis for informed business decision making.
•Solution Selling- 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.
•Change Management- Develops methods for supporting innovation and change across the organization.
•Leadership- 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.
Join us and make your mark!
What we can offer you:
Extensive benefits, a competitive salary and participation in the shared values and purpose that make Hewlett Packard Enterprise one of the world´s most attractive employers! At HPE, our goal is to provide equal opportunities, flexible work-life balance, and constantly evolving career growth.
If you are looking for challenges in an exciting, supportive and international work environment, then we definitely want to hear from you. Continue the conversation by clicking apply now below, or directly via our Careers Portal at www.hpe.com/careers.
Then let’s stay connected!
Find out more about us and follow us on:
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
#Aruba #ArubaUS #Diversity
HPE is an equal opportunity employer/Female/Minority/Individual with Disabilities/Protected Veteran Status