Sales Manager, Federal/SLED

Sales Manager, Federal/SLED

  

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

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 diverse 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:

   

Hewlett Packard Enterprise (HPE) advances the way people live and work. We bring together curious minds to create breakthrough technology solutions, helping our customers make their mark on the world.

At HPE Financial Services we stand apart from other providers by serving as a bridge between technology and finance solutions, and enabling our customers to reach their business goals. We do this by providing financial investment and lifecycle management strategies that help our customers accelerate their IT/digital transformation and stay flexible with future technology needs.

Business Results – Strategy

Critical Results:  Ensures the design and alignment of the US Public Sector Segment E2E SE structure and design elements that builds the capability of the US Public Sector E2E Team to execute the Segment strategy and achieve Segment Metrics.

Best Practices:

• Strong knowledge of the US Public Sector market, competitors and internal capabilities/contracting in actively participating in formulating a strategy for growth that maximizes margin value; understands the broader HPE strategy as well.  Understands customer needs and solutions (how they use the assets) and how they evolve; represents the customer voice and problems they are trying to solve in driving the strategy and producing business outcomes.  Enables realization and refreshing of the strategy.
• Ensures their E2E team understands and executes on the HPEFS Aspiration as well the Segment’s Growth Strategies & Initiatives, incorporating the HVRs, and translates into action.  Workflow expertise with defining the customer experience and the value proposition associated with it.
• Develops, implements and manages a well-coordinated set of E2E Team SE initiatives that align the HPEFS Aspiration, the Segment’s strategies and annual objectives.
• With the E2E GTM Manager co-leads their E2E Team as if it were their business while also building capability of the value creators through ToL activities to own and run the business; brings innovation to the teams to a level they understand to drive results.
• Ensures that there is a thoughtful workforce planning and sizing model to ensure the proper resourcing to achieve the E2E Team’s objectives.  Uses data and analytics to understand usage and behavior patterns, results and trends.  Understands our own behaviors and interprets and understands the customers' digital usage.
• Develops and executes business & account plans for their E2E Teams and tracks performance relative to the plan with maniacal focus.  Reallocates resources as necessary.
• Ensures HVR Joint Business Plans are implemented and executed to drive HVR engagement.
• Targets and manages opportunities by closely monitoring trends and events impacting the industry to advocate, shape and improve HPEFS solutions selling to drive robust pipelines.
• Uses franchise thinking and incorporates customer thinking to help us diversify into other areas; ensures each targeted customer / partner has a robust account plan, leverages the communities of practice, and shows a growth mindset.
• Builds the capabilities necessary to understand and articulate all aspects of the HPEFS value proposition to customers and partners; demonstrates in-depth understanding of HPEFS solutions and value-added services (e.g., IT lifecycle strategy/management, asset recovery, Pre-Owned equipment, short-term rentals); such that each has an account plan consisting of these appropriate elements.

GTM Performance – Volume and Revenue

Critical Result:  Partners with GTM to drive execution of the E2E team Finance volume and ALCS Revenue business plan targets.

Best Practices:

• Ensures the design of their E2E team has line of sight to their customers success, that the understanding of their