SASE / Cyber Security Sales Manager (North West Europe) - Manager Ventes H/F

SASE / Cyber Security Sales Manager (North West Europe) - Manager Ventes H/F

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 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:

As a Sales Manager, you will lead the SASE / Cyber Security team of around 10 sales representatives in NWE (North West Europe includes France, Benelux and the Nordics). You should have experience managing a sales team, ability to coach, develop and mentor team members. You will lead your sales team to meet or exceed commitments (revenue growth, market share growth, account profitability, and customer experience).

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.

Responsibilities:
Managing the Business

• Sales coverage- Builds well targeted business plans and strategies for allocating resources and driving sales activities to achieve margin; collaborates within the company and with the field to prioritize, facilitate and direct the use of resources.
• Account Planning- Assists in planning sales strategy; manages the internal processes in support of sales reps and selling activities; aligns tactical account plans with overall corporate strategy; actively develops and manages geography business plans to meet revenue goals/quotas; develops plans that articulate the strategies/requirements essential for focusing sales activities.
• Pipeline management- Builds, monitors and orchestrates sales pipelines to ensure continuous population of near and long term opportunities; manages the size, shape and quality of pipeline; analyzes overall win rates and win/loss ratios.
• Deal management- Reviews deals to ensure soundness and problem-free processing by the company's back-end operations.
• Business acumen- Exhibits base level of business, financial and legal acumen to develop meaningful business recommendations.
• Strategic sales planning & implementation- Orchestrates the development of strategic sales plans that reflect the company's business strategy, to advance market share/penetration, and achieve profitable growth.
• 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.

Leading & Managing Sales People.

• Coaching & Performance Management- Assesses and manages employee performance to ensure individual and group excellence; manages performance and results of high and low performers.
• Leadership- Models effective selling skills; motivates and supports sales teams in selling.
• People development- Sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force.
• Change management- Ability to work through an environment of change and effectively lead a sales team through transitions.

Selling as a Sales Manager.

• Focus on strategic direction- Understands the overall company/TSG strategic direction and portfolio, and can assist sales teams in customizing solutions based on client needs.
• C-level partnering- Contributes to enduring executive relationships at the client's organization.
• Consultative selling- Strategizes and coaches team on how to apply consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
• Industry and client knowledge- Stays current with industry and competitive research to enable rich client dialogue.

Education and Experience Required:

• Directly related management experience and work results including success in achieving progressively higher quota or other sales related goals.
• Demonstrated level of project management skills.
• University or Bachelor's degree.
• Typically 7+ years experience in sales.

Knowledge and Skills:

In addition to core selling skills:

Business Management.

• Strategic Planning- Translates business goals into actionable plans and strategies.
• Execution- Actively manages business plans to meet revenue goals.
• Forecast/Budget Control- Tracks and manages rolling forecasts and budgets.
• Pipeline Management- Builds, monitors and orchestrates sales pipelines.
• Operations Building/Improvement- Continuously monitors, troubleshoots and improves area-of-control operations.

Sales Development

• Resource Brokering/Allocation- Collaborates across the company within the field to access, facilitate and direct the use of resources.
• Sales Facilitation- Applies influence and organizational savvy to advance sales opportunities.
• Strategic Account Leadership- Actively drives key enterprise and strategic account activities.
• Attract and hire top talent.

Workforce Management & Development.

• Supervision- Assesses and manages employee performance.
• Coaching- Personally develops employee performance.
• Skill Development/Enhancement- Sponsors and directs skill building activities.
• Workforce Planning- Actively monitors, identifies and addresses sales and resource capability gaps.
• Career Planning and Development- Nurtures and advances the talent required to maintain the company's sales force excellence.

Customer Face-Time

• Proactively develops and nurtures solid relationships in key accounts.
• Solidifies an enduring partnership with key accounts.

Strategic Business Planning.

• Manages the top- and bottom-line.
• Works with others to create mechanisms that shift the focus from immediate wins to large deals/wins.
• Understands industry drivers and the customer base.
• Builds stronger internal relationships with other groups.

Sales Team/Individual Coaching.

• Provides better coaching and mentoring opportunities.
• Reviews and provides counseling on account-team deals.
• Leverages personal sales experience to participate in pursuit planning for key accounts.
• Strengthens the alignment of account-team activities and priorities.
• Ensures that sales reps are trained on corporate tools and systems.
• Vertical Industry Acumen- Develops and exercises a deep understanding of business dynamics.
• Solution Selling- Approaches selling from a business solution perspective.
• Change Management- Develops methods for supporting innovation and change.
• Leadership- Able to lead effectively in a complex environment.

Additional Skills:

Accountability, Active Learning, Active Listening, Assertiveness, 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, Long Term Planning, Managing Ambiguity.

What We Can Offer You:

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are.

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:
Sales
Job Level:
Manager_1

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. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.