Networks for AI EMEA Sales Specialist Leader

Networks for AI EMEA Sales Specialist Leader

This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office.

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 varied 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.

Corporate Overview

Hewlett Packard Enterprise Technology innovation that fosters business transformation. We Are In the Acceleration Business We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives. Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.

Standard of Business Conduct (SBC)

The Hewlett Packard Enterprise Standards of Business Conduct (SBC) embody the fundamental principles that govern our ethical and legal obligations to Hewlett Packard Enterprise. They pertain not only to our conduct within the company but also to conduct involving our customers, channel partners, suppliers and competitors. Read more about how we win the right way.

Job Description:

Job Family Definition:

Leads the sales community to success. Communicates direction to the team in line with the company’s 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 team’s and HPE’s 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 HPE’s 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.

Management Level Definition:

Manages a large or broad function/department within a multifaceted organization. Develops strategy and sets policy and direction. Responsible for operational success, strategic alignment and integration of activities with other major organizational functions. Fully accountable for the success of the designated function or department. Owns a significant number of measurable functional, operational and strategic goals or priorities. Responsible for one or more recognized professional disciplines. Assumes responsibility for the successful implementation of business plans in a defined area of responsibility. Contributes to the overall strategic definition of a function with strong business acumen. Acts as a key advisor to executive management in influencing the strategic direction of the business.

Responsibilities:

• Accountable for business growth, company market share and revenue increases.
• Coordinates all company sales activities in the area‑of‑control.
• Sets quota and goals for organizations.
• Develops tactics to generate new sales.
• Provides input to team on overall sales strategy, cost optimization, and disciplined process management (pipeline review, asset management, demo sales achievement, etc.).
• Ensures optimum sales coverage through direct and partner sales resources and different routes to markets.
• Develops sales resources and management talent to ensure a pipeline of qualified sales talent to support future growth.
• Implementation of master pipeline management.
• Builds lasting, consultative relationships with customer accounts.
• Proactive change management.
• Coach and support sales teams and leadership in developing key and/or difficult account opportunities
• Builds long‑term growth opportunities using the Account Business Planning process.
• Develops the consultative, solution selling capability in their organization to develop compelling business cases to differentiate and highlight the value of the company's broad portfolio.
• Ensures resource deployment encompasses end‑to‑end selling support (solution partners, SA, ISR, resellers, etc)
• Demonstrates in depth knowledge of the vertical segment and provides external leadership to industry, community, press.
• Engages Global Business Unit Sales Teams (Specialists, Channel Partners, and Alliance Partners) to fully leverage all of the company's products and technology offerings
• Creates and manages resource plan including staffing of country sales team to ensure pursuit and closure of opportunities, and perpetuation the existing installed base revenue.
• Balances short term with long term planning and resource investment
• Demonstrates thought leadership by directing the customer's application of technology to new business problems.
• Creates a performance driven culture that ensures the company has the best IT sales force in the industry.

Education and Experience Required:

• University or Bachelor's degree, advanced university or Master's degree preferred.
• 5‑10 years of sales and progressive management experience.
• 10‑15 years of industry experience.
• Demonstrated results in growing a business or expanding a market.

Knowledge and Skills:

• Strategic Sales Planning & Implementation - Provides input to 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 - Manages within set 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 of business group. Should focus on balance sheet. Optimized operation to improve balance sheet position.
• 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 - Executes 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.
• Solution Selling - Approaches selling from a business solution perspective to ensure that company products and services accurately address the client's true business need in terms of type, scope, level.
• 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 - Acts as an advocate for 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.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here. Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

What We Can Offer You:

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied 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.

Job

Sales

Job Level

Director

Equal Employment Opportunity

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.

Equal Opportunity Employer (EEO)

Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law. If you’d like more information about your EEO right as an applicant under the law, please click here: Know Your Rights.

Equal Employment Opportunity is the Law and E-Verify

Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law - Supplement E-Verify (US & PR only) HPE is an E-Verify employer. E-Verify is an Internet-based system that compares information from an employee's Form I-9, Employment Eligibility Verification, to data from U.S. Department of Homeland Security and Social Security Administration records to confirm the employment eligibility of all newly hired employees. For more information click here.

Disclosure of Sensitive Personal Data

Please ensure the resume you submit to us does not include any sensitive personal data. Sensitive personal data includes data revealing information about your racial or ethnic origin, political opinions, religious or philosophical beliefs, trade union membership, health, sex life or sexual orientation. To the extent the resume you submit does contain this type of personal data, you consent to the storing and processing of this data by HPE for the purpose of reviewing and managing your application.