Commercial/Mid-Market Leader

Hewlett Packard Enterprise; Dubai; Hybrid; AED 300,000 - 450,000; Full time

Job summary

A global technology company in Dubai is seeking a Commercial/Mid-Market Leader to drive sales success and manage a high performing team. The ideal candidate will have extensive sales experience and a background in mentoring and leading teams. This hybrid role allows flexibility with expectations of in-office work. Competitive benefits and a focus on employee wellbeing are offered.

Benefits

Health & Wellbeing benefits

Personal & Professional Development programs

Unconditional Inclusion initiatives

Qualifications

• Typically 8-10+ years’ experience in sales.
• Experience mentoring other sales professionals.
• Prefer experience leading high performing sales teams.

Responsibilities

• Leads the sales community to success.
• Inspires the team to meet and exceed goals.
• Orchestrates major Enterprise-level customer engagements.

Skills

Strategic Leadership

Customer Intimacy

Business Analysis

Sales Methodology

Education

University or Bachelor’s degree

Job description

Commercial/Mid-Market Leader

This role has been designed as ‘Hybrid’ with an expectation 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.

Job Description

Job Family Definition: Please view the sub-family description below the management level definition of the Workday job profile. Management Level Definition: Applies advanced subject matter knowledge to manage staff activities in solving common and complex business/technical issues within established policies. Manages exempt individual contributors and/or supervisors. Has accountability for results of a major program in terms of cost, direction and people management. Provides guidance on process improvements and recommends changes in alignment with business tactics and strategy for area of responsibility. Plans, manages and monitors operational/tactical activities of Staff. Staff members’ work may involve strategic issues. Recruits and supports development of direct staff members. Typically reports to 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.

Sales Managers: 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.

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 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 professionals 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.
• 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.
• Develops Talent: Coaches, mentors, and develops talent to maximize individual and team performance.
• 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 strategy and business needs.
• HPE Portfolio Knowledge: Builds and continually updates an understanding of the full portfolio of HPE products, solutions, and service offerings.
• IT Industry Acumen: Builds and maintains up-to-date knowledge of IT industry developments and technology trends.
• Vertical/Industry Knowledge preferred: Understands industry drivers, trends, best practices, and customer needs.

Managing the Business

• Business Analysis: Demonstrates mastery at understanding and analyzing customer, competitor, market, country‑specific, and financial information.
• Sales Methodology: Deploys sales methodology to maximize coverage and customer engagement.
• Drives Results: Drives pipeline, forecast, revenue, profit in alignment with the company strategy.
• Business and Financial Acumen: Understands how different parts of a business interoperate to produce business outcomes, including financial outcomes.

#UnitedArabEmirates

#Sales

Additional Skills

• Accountability
• Active Learning
• Active Listening
• Assertiveness
• Bias
• Building Rapport
• Buyer Personas
• Coaching
• Complex Sales
• Creativity
• Critical Thinking
• Cross‑Functional Teamwork
• Customer Experience Strategy
• Customer Interactions
• Design Thinking
• Empathy
• Financial Acumen
• Follow‑Through
• Growth Mindset
• Identifying Sales Opportunities
• Industry Knowledge
• Intellectual Curiosity
• Long Term Planning
• Managing Ambiguity
• +6 more

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.

Unconditional Inclusion

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

Let’s Stay Connected

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

Job Details

Job: Sales

Job Level: Manager_1

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.

No Fees Notice & Recruitment Fraud Disclaimer

It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates.

Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.