Sales Manager High Performance Computing & AI Higher Ed & Life Sciences (San Mateo)

Hewlett Packard Enterprise in San Mateo, CA

  • Industry: Sales - Sales Manager
  • Type: Full Time
position filled

At HPE, we bring together the brightest minds to create breakthrough technology solutions and advance the way people live and work. Our legacy inspires us as we forge ahead dedicated to helping our customers make their mark on the world.

Were solving the worlds most complex challenges, and our people are at the forefront of progress. In a Sales role at HPE, youll play a part in building the future one big idea at a time. Youll be selling HPE products, services, software, or solutions to customers, both directly and indirectly. Working at HPE, youll have the resources to develop your talent and creativity. Are you ready to unleash your potential?

Were looking for a Sales Manager High Performance Computing & AI Higher Ed & Life Sciences.


Leads the sales community to success. Communicates direction to the team in line with the companys 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 teams and HPEs 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 HPEs 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 companys 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 teams and HPEs 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 HPEs 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.

Qualifications:

Education and Experience -
- Must have strong experience selling High Performance Computing & AI.

- Must have experience selling to Higher Ed & Life Sciences.
- 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.

- University or Bachelors degree preferred, or equivalent experience.

Knowledge and Skills -
Strategic Leadership
Deploys Purpose and Vision: Understands HPE's vision and strategy. Aligns and translates them into the teams 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 HPEs 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. Leverages analytics, sound judgment, and an ability to "see beyond the data" to decide on winning tactics.
Sales Methodology: Deploys sales methodology to maximize coverage and customer engagement.
Drives Results: Drives results (pipeline, forecast, revenue, profit) in alignment with the company strategy. Drives sales execution. Maximizes outcome of resources.
Business and Financial Acumen: Understands how different parts of a business interoperate to produce business outcomes, including financial outcomes. Understands how actions and decisions impact customer, partner, and HPE achievement and KPI's. Understands general business concepts and the economy. Able to interpret financial reports and make relevant conclusions for planning.

Scope and Impact
Typically manages employees, resources, or projects across multiple countries and BUs, dependent on country size and complexity
Manages moderate to large quotas dependent on country complexity, including operating profit targets.
Participates in and influences investment, pricing, and resource allocation decisions.
Can act as a Country Manager
Typically manages approximately 10 sales representatives. Can manage other sales roles (in addition to sales representatives), and can manage people managers.

Complexity
Navigates and manages risks that may impact deals across multiple countries (e.g., country-specific, political, economic, etc.)
Responsible for complex multi-BU business deals, taking into account P&L impact.

We offer -

  • A competitive salary and extensive social benefits
  • Diverse and dynamic work environment
  • Work-life balance and support for career development
  • An amazing life inside the element! Want to know more about it?

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