Senior Sales Manager, Industry Verticals

Senior Sales Manager, Industry Verticals

  

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:

   

Leads/manages a sales team in the Industry Vertical organization. Focus: Retail & Insurance global accounts including worldwide subsidiaries. Understands the customer’s IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE’s strategy. Drives business performance for all HPE BUs and manages the portfolio mix to optimize profitability of the account. Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business. Develops and engages with the extended partner ecosystem to maximize HPE’s presence in the account. Knows and contributes to the customer’s innovation agenda, advocates for it internally and actively positions technology and business model innovation to increase HPE’s relevance today and tomorrow. Constantly develops information technology and target industry knowledge to position HPE’s portfolio in the customer’s changing industry landscape. Leads and grows direct reporting team members. Orchestrates, engages, guides and provides feedback for extended account team members. Champions superior client loyalty and TCE. Acts as customer’s advocate inside HPE. Creates and continuously executes an Account Business Plan engaging internal and external stakeholders.

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 8 or more direct reports.  Span of Control guidelines may differ from these numbers.

Responsibilities:

• Articulates a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions. Incorporates an understanding of competitive pressures for the customer and customer's industry trends into messaging into the account. Influences the decision-making of customer executives including the C-level, through credibly describing the value of HPE's and relevant partner solutions, and their relevance to the customer's priorities. Positions HPE strategy and solutions in such a way that the customer sees that HPE is critically important to their business in the short and long term. In order to create a transformational business value framework, industry knowledge is often essential. Proactively leads development of a compelling business value framework for the customer, reflecting vertical industry requirements. Where appropriate, builds multiple sales motions with the customer - sell with, sell through, OEM and joint product development.
• Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way. Orchestrates all business units. Continuously accelerates growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer. Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account. Actively leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improv