[Hiring] Transactional Sales Leader @Hewlett Packard Enterprise

Role Description

This role will manage a group of sales professionals focused on the growth of HPE Networking's Transactional (SMB and Mid-Market customer segment) Business. The role will primarily focus on delivering quota set for the Latin America region with the Americas GTM sales motion. The role will have individuals reporting in multiple functions (direct or virtual) including Business Development Managers, Channel Managers, Distribution Development Managers, and dotted line engagement with Marketing. 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/partners. Where appropriate, seeks to build strategic executive relationships externally with clients/partners and internally within the 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.

Responsibilities

• Provides leadership to team on overall sales strategy, cost optimization, and disciplined process management (pipeline review, asset management, demo sales achievement, etc.)
• Accountable for business growth and achieves overall metrics (revenue, gross margin, market penetration, installed base retention, cost control, customer satisfaction, workforce dashboards, etc.).
• Coordinates all company sales activities in the area-of-control.
• Sets quota and goals for organizations.
• Develops tactics to generate new sales.
• Drives, supports and influences BU business models, go-to-market strategies, and sales/marketing initiatives.
• Ensures optimum sales coverage through direct and partner sales resources.
• Develops sales resources and management talent to ensure a pipeline of qualified sales talent to support future growth.
• Manages complex organizations to achieve results for the company, partners, and clients.
• Builds lasting, consultative relationships with customer accounts.
• Coaches and supports sales teams and leadership in developing key and/or difficult account opportunities.
• Builds long-term growth strategies.
• Demonstrates thought leadership by directing the customer's application of technology to new business problems.
• Develops, implements and executes the consultative, solution selling capabilities in their organization to develop compelling business cases to differentiate and highlight the value of the company's broad portfolio.
• Provides the business rationale and risk assessment for making company investments in their business, market, or segment.
• Provides external leadership to industry, community, press.
• Ensures resource deployment encompasses end-to-end selling support (solution partners, SE, DBMs/PBMs, ISR, resellers, etc).
• Plans for growth, acquires and manages talent, executes on growth strategies, and keeps field selling costs within industry benchmarks.

Qualifications

• University or bachelor’s degree required, advanced university or Master's degree preferred.
• Achieved planned financial results within a business at a region/area, business segment, or industry level.
• Acted as a sales executive in a global company responsible for sales achievement and operational efficiency.
• Managed large deal pursuits involving multiple solution components and partners in support.
• 10-15 years experience in multiple sales functions, regions, or business models resulting in broad business knowledge and how to drive a P&L.

Knowledge and Skills

• 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.
• Budget Management & Cost Optimization - Establishes, tracks and enforces spending parameters to protect the company's business and sales assets, and ensures their effective engagement.
• P&L Management - Sets and manages the business investments and resource allocations essential to ensuring the financial growth & health of the corporation.
• Vertical Industry Acumen - Develops and exercises a profound understanding of business dynamics within area of control, as a basis for informed business decision making.
• Workforce Planning - Builds acquisition and development strategies targeted to ensuring workforce readiness, and market opportunity responsiveness.
• Execution Management - Collaborates effectively with the company's BUs and value chain partners to ensure operational responsiveness to challenges, and alignment with business imperatives. Acts decisively once decision is taken.
• C-Level Partnering - Contributes to enduring executive relationships that establish the company's consultative professionalism and promotes its total solution capabilities at the highest levels of the client's organization. Acts as the escalation point for customer issues.
• 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.
• Business and Financial Acumen - Exhibits authoritative business and financial acumen to develop meaningful business recommendations; understands the portfolio aspect of the company's products/services and how the businesses work together. Understands the balance sheet drivers of channel partners and balances with company requirements.
• Change Management - Develops methods for supporting innovation and change across the organization.
• Problem Solving - Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution.
• Global Presence - Represents the company on global accounts with the cultural sensitivity and business maturity appropriate to the high degree of corporate access and level of responsibility involved.
• 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; able to drive team performance to best in class; able to create and build highly effective sales teams and organization; able to communicate effectively across multiple levels in client organizations, the company and the industry.

Benefits

• Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial and emotional wellbeing.
• Personal & Professional Development: Specific programs catered to helping you reach any career goals you have.
• Unconditional Inclusion: Commitment to creating an inclusive and accessible workplace.