Sales Manager

Overview

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

Please view the sub-family description (e.g. for Sales Managers, Networking & Executives, Inside Sales, Presales Consulting, etc.) below the management level definition of the Workday job profile.

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 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.

Additional Guidance/Criteria:
Manages 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.

Networking & Executives Manages a group of sales professionals in one or more of the Sales Functions (account management, territory sales, vertical industry, specialties). Responsible for setting the direction and managing the deliverables of the assigned sales team, and achieving revenue and expense objectives. Resolves customer problems and participates in important negotiations with key customers. Where appropriate, seeks to build strategic executive relationships externally with clients and internally within company, and partners with internal and external resources to develop best-in-class solutions for the customer.

Manages the performance of individual contributors and the team overall, and grows and develops talent within the organization.

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…