Hewlett Packard Enterprise Development LP is hiring: Sales Manager - Army, Air F

Sales Manager - Army, Air Force and DISA

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

Responsibilities

• Lead the U.S. Army, Air Force, Space Force, Defense Information Systems Agency (DISA), U.S. DoW European Theater and Combatant Command 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 for HPE to make sure we deliver results through the best customer experience in the industry.
• Manages escalations to solution, and solution to opportunity.
• Drives a hunting mentality.
• Engages with key customer executives (CEO, CFO, COO) to understand the customers’ business context and build trust.
• Coaches and guides team members to develop and deliver HPE’s value proposition in line with the customer's business priorities.
• Creates early‑stage opportunities by managing top customers’ executive level relationships.
• Coaches and enables teams to craft the right technical, IT investment, pricing and sales strategies to win.
• Partners with stakeholders across business units to maximize customer success and team efficiency.
• Helps teams to eliminate or navigate barriers and overcome obstacles.
• Establishes sales methodology for end‑to‑end sales process management.
• Manages sales planning and follows‑up actions to ensure consistent execution.
• Provides timely and accurate sales forecasts and outlooks for customers and market dynamics.
• Provides structured customer feedback, competitive assessments and win/loss deal analysis to sales teams to promote learning.
• Manages and controls activities within a sub‑region or Region; typically manages 6‑9 or more direct reports.
• Span of Control guidelines may differ from these numbers.

Education and Experience

• Typically 10+ years’ experience in sales, including success in achieving progressively higher quota and other sales goals.
• 5+ years’ experience with the U.S. Army, Air Force, Space Force, Defense Information Systems Agency (DISA), U.S. DoW European Theater and Combatant Command missions and priorities.
• 5+ years’ experience managing high performing sales teams; knowledge of Federal/DoW funding and procurement/acquisition processes.
• Demonstrated excellence in project management.
• University or Bachelor’s degree preferred, or equivalent experience.

Knowledge and Skills

Strategic Leadership

• Deploys Purpose and Vision: Understands HPE's vision and strategy.
• Aligns and translates vision into the team’s vision, purpose, and clear goals.
• Strategic Thinking: Understands how to best deploy the business model, individual and team strengths to the most impactful opportunities or challenges.
• Understands various sales motions and their impact on P&L.
• Coaches and guides the direct and indirect team to consider each deal's impact to HPE's long‑term success.
• Leads the team to determine how HPE adds value to the customer and their customers.
• Leads through Change: Anticipates and embraces business changes; directs and enables shifts within the team.
• Inspires the Team: Engages and energizes team members to achieve team goals and realize their individual potential.
• Builds Teams: Creates and supports a high performing team through attracting, hiring, developing, promoting, and retaining best in class talent.
• Plans resource allocation and aligns talent to opportunities, to maximize effectiveness of the coverage model.
• Develops Talent: Coaches, mentors, and develops talent to maximize individual and team performance.
• Acts as an advisor helping teams navigate unusual deal situations while encouraging learning.
• Integrity: Wins the right way and displays high ethical standards in every action.
• Customer Experience: Builds Long‑Term Customer/Partner Relationships by understanding their strategy and business needs.
• Guides the team to define a strategic solutions roadmap for the customer and articulate targeted solutions.
• IT Industry Acumen: Builds and maintains up‑to‑date knowledge of IT industry developments and technology trends that may impact customers.
• Vertical/Industry Knowledge: Understands industry drivers, trends, best practices, and customer needs; articulates value propositions and messaging tailored to the industry.

Managing the Business

• Business Analysis: Demonstrates mastery at understanding and analyzing customer, competitor, market, country‑specific, and financial information.
• Leverages analytics, sound judgment, and an ability to “see beyond the data” to decide on winning tactics.
• Sales Methodology: Deploys sales methodology to maximize coverage and customer engagement.
• Drives Results: Drives pipeline, forecast, revenue, profit in alignment with company strategy; drives sales execution and maximizes outcome of resources.
• Business and Financial Acumen: Understands how different parts of a business interoperate to produce business outcomes, including financial outcomes.
• Understands how actions and decisions impact customer, partner, and HPE achievement and KPIs.
• Understands general business concepts and the economy.
• Interprets financial reports and makes relevant conclusions for planning.

Scope and Impact

Manages a team of (6‑9) client specialists covering U.S. Army, Air Force, Space Force, Defense Information Systems Agency (DISA), U.S. DoW European Theater and Combatant Command customers worldwide. Manages moderate to large quotas dependent on customer scope and complexity, including operating profit targets. Participates in and influences investment, pricing, and resource allocation decisions. Responsible for complex multi‑BU business deals, taking into account P&L impact.

What We Offer You

• Health & Wellbeing: Comprehensive suite of benefits for physical, financial and emotional wellbeing.
• Professional Development: Programs to help reach career goals in the field or another division.
• Unconditional Inclusion: Inclusive environment that celebrates individual uniqueness.
• Flexible Work: Flexible to manage work and personal needs.

Salary and Compensation

Annual Salary USD 221,000 - 429,000 in Massachusetts; 194,500 - 456,500 in Maryland and Virginia. Represents the minimum to maximum combined base and target‑level sales compensation for 100% of the sales plan. 60% base salary and 40% target‑level sales compensation.

Equal Employment Opportunity

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are based on qualifications, merit, and business need. We are compliant with all applicable laws related to employer use of arrest and conviction records and consider criminal‑history applicants. HPE will comply with all applicable laws related to arrest and conviction records and consider criminal‑history applicants. Please note that HPE never charges a fee for recruitment and hiring. HPE disclaims legal liability for any resulting damages due to fraudulent communications. HPE is a EEO protected veteran/individual with disabilities, and an E‑Verify employer. Accessibility and accommodation are available for qualified individuals with disabilities. Application information is subject to privacy laws.