Channel Manager

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

Job Description:

Management Level Definition: Applies advanced subject matter expertise to lead teams in resolving business and technical issues within established policies. Manages exempt individual contributors and/or supervisors, with accountability for program results, including cost, direction, and people management. Drives process improvements aligned with business strategy, oversees operational activities, and supports the recruitment and development of team members. Typically reports to an MG2 or Director.
Additional guidance/criteria: Manages and controls activities within a single country or a sub-region which is part of a larger geographical region; manages at least 4 employees and typically between 8 and 15 direct reports. Span of control guidelines may differ from these numbers.

We are looking for a highly specialized manager with strong networking expertise rather than a channel-focused profile. The ideal candidate should possess a solid technical background and hands-on experience working closely with end users and customers. Preference will be given to candidates with previous experience as a Solutions Architect, Technical Sales Specialist, Pre-Sales Engineer, or similar customer-facing technical roles within a comparable industry. The individual should be capable of leading technical discussions, understanding complex networking environments, and translating business requirements into technology solutions while effectively managing and developing a team.

Sales Managers: 
Leads and develops a high-performing sales team aligned with HPE’s strategy and growth objectives. Drives revenue, profitability, and customer success through effective talent management, coaching, and resource allocation. Builds executive relationships with key customers, creates new business opportunities, and supports teams in developing winning technical and commercial strategies. Oversees sales execution, forecasting, major customer engagements, and cross-functional collaboration to remove barriers and achieve business goals.

Responsibilities:

Strategic Leadership:

• Leads the sales community to success.
• Communicates effectively to set direction for the team in line with the company’s vision and strategy. Inspires the team to meet and exceed goals.
• Manages the HPE sales motion strategy and deployment 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 collective team’s and HPE’s achievement, market coverage and financial performance.
• Actively and regularly coaches to assure best in class individual and team sales performance.
• Displays uncompromised integrity.
• Propagates our culture and values and the importance of winning the right way.

Customer Intimacy:

• Orchestrates major Enterprise-level customer engagements for HPE to make sure we deliver results through the best customer experience in the industry.
• Acts as role model for the sales community by displaying will to win and action oriented leadership, and by holding customers in the center.
• 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 (channel, categories, HR, legal, other sales teams) across business units to maximize customer success and team efficiency across HPE.
• Helps teams to bust barriers and overcome obstacles.

Managing the Business:

• Establishes sales methodology for end-to-end sales process management, with clear roles and responsibilities in each stage of the sales process.
• Manages strategic and tactical sales planning at both segment and account levels. Follows up to ensure consistent execution.
• Provides timely and accurate sales forecasts and outlooks for customer and market dynamics.
• Provides structured customer feedback, competitive assessments and won/lost deal analysis into category, R&D, strategy & planning and sales teams to promote learning.

Education and Experience:

• University or Bachelor’s degree preferred, or equivalent experience.
• Typically 8-10+ years’ experience in sales, including success in achieving progressively higher quota and other sales goals.
• Experience mentoring other sales professional and other employees.
• Prefer experience leading, indirectly managing, or influencing high performing sales teams (through stretch assignments, sales engagements, virtual team projects, etc.)
• Demonstrated project management skills.

Knowledge and Skills:

Strategic Leadership:

• Deploys Purpose and Vision: Understands HPE's vision and strategy. Aligns and translates them 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. 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 our customer and our customer's customers.
• Leads through Change: 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 the 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 Intimacy:

• Builds Long-Term Customer/Partner Relationships: Understands the customer's or partner's strategy and business needs and positions HPE as a partner invested in the customer's/channel partner's long term business outcomes, leveraging HPE’s portfolio.
• HPE Portfolio Knowledge: Builds and continually updates an understanding of the full portfolio of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers. Guides the team to define the solutions roadmap for the customer and articulate targeted solutions to add value to the client.
• IT Industry Acumen: Builds and maintains up-to-date knowledge of IT industry developments and technology trends with potential impacts to our customers.
• Vertical/Industry Knowledge preferred: Understands industry drivers, trends, best practices, and customer needs; able to define how HPE adds value in a customer's business and in an industry. Able to articulate value propositions and messaging tailored to the customer's industry and practices.

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 results (pipeline, forecast, revenue, profit) in alignment with the company strategy. Drives sales execution. 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 KPI's. Understands general business concepts and the economy. Able to interpret financial reports and make relevant conclusions for planning.

Scope and Impact:

• Typically manages employees, resources, or projects within an assigned territory or country.
• Responsible for quota achievement for the team
• Participates in investment and resource allocation decisions.
• Typically manages approximately 10 sales representatives. Can manage other sales roles (in addition to sales representatives).

Complexity:

• Navigates and manages risks that may impact deals within the assigned territory (e.g., country-specific, political, economic, etc.)
• Responsible for complex multi-BU business deals

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.

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:

Manager_1In accordance with applicable Mexican laws and our commitment to non-discrimination, HPE strictly prohibits requiring medical certificates related to pregnancy status or HIV as conditions for employment, continued service, or promotion.

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.

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