Head of Enterprise Sales

Requirements

• University or Bachelor’s degree preferred, or equivalent experience
• 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
• Hands-on experience in distributor, channel partner business management is highly preferred
• Understand HPE's vision and strategy
• Align and translate vision and strategy into the team’s vision, purpose, and clear goals
• Understand how to best deploy the business model, individual and team strengths to the most impactful opportunities or challenges
• Understand various sales motions and their impact on P&L
• Coach and guide the direct and indirect team to consider each deal's impact to HPE's long term success
• Lead the team to determine how HPE adds value to our customer and our customer's customers
• Anticipate and embrace business changes; direct and enable shifts within the team
• Engage and energize team members to achieve team goals and realize their individual potential
• Create and support a high performing team through attracting, hiring, developing, promoting, and retaining best in class talent
• Plan resource allocation and align talent to opportunities, to maximize the effectiveness of the coverage model
• Coach, mentor, and develop talent to maximize individual and team performance
• Act as an advisor helping teams navigate unusual deal situations while encouraging learning
• Win the right way and display high ethical standards in every action
• Understand the customer's or partner's strategy and business needs and position HPE as a partner invested in the customer's/channel partner's long term business outcomes, leveraging HPE’s portfolio
• Build and continually update an understanding of the full portfolio of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers
• Guide the team to define a strategic solutions roadmap for the customer and articulate targeted solutions to add value to the client
• Build and maintain up-to-date knowledge of IT industry developments and technology trends with potential impacts to our customers
• Understand industry drivers, trends, best practices, and customer needs
• Be able to define how HPE adds value in a customer's business and in an industry
• Be able to articulate value propositions and messaging tailored to the customer's industry and practices
• Demonstrate mastery at understanding and analyzing customer, competitor, market, country-specific, and financial information
• Leverage analytics, sound judgment, and an ability to "see beyond the data" to decide on winning tactics
• Deploy sales methodology to maximize coverage and customer engagement
• Drive results (pipeline, forecast, revenue, profit) in alignment with the company strategy
• Drive sales execution
• Maximize outcome of resources
• Understand how different parts of a business interoperate to produce business outcomes, including financial outcomes
• Understand how actions and decisions impact customer, partner, and HPE achievement and KPI's
• Understand general business concepts and the economy
• Be able to interpret financial reports and make relevant conclusions for planning

Benefits

• Comprehensive suite of benefits that supports physical, financial and emotional wellbeing
• Investment in career development with specific programs to reach career goals
• Unconditionally inclusive work environment
• Flexibility to manage work and personal needs

Important Details

• Team: Typically manages approximately 10 sales representatives, and can manage other sales roles and people managers

About the Company

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. It helps 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. Its culture thrives on finding new and better ways to accelerate what’s next.