Category Sales Sr Manager

Hewlett Packard Enterprise; New York (NY); Remote; USD 171,000 - 402,000; Full time

Job summary

A leading technology firm is seeking a Category Sales Sr Manager to drive global sales execution in a remote role. The candidate will manage partnerships, develop go-to-market strategies, and ensure alignment across teams. Extensive experience in enterprise GTM execution is essential. This position offers a competitive salary and a comprehensive benefits package.

Benefits

Health & Wellbeing benefits

Personal & Professional Development programs

Unconditional Inclusion policies

Qualifications

• 10–15+ years in enterprise GTM execution and category roll‑out.
• Proven track record with partner-led GTM ecosystems.
• Ability to design and scale global sales-play frameworks.

Responsibilities

• Architect and operationalize sales plays globally.
• Drive field adoption via onboarding webinars and play clinics.
• Partner with leadership to co-develop localized execution plans.

Skills

Accountability

Active Learning

Assertiveness

Building Rapport

Coaching

Complex Sales

Critical Thinking

Cross-Functional Teamwork

Customer Experience Strategy

Empathy

Education

10–15+ years in enterprise GTM execution

Job description

Overview

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

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 values varied backgrounds, flexibility, bold moves, and inclusion.

Job Description

The Category Sales Sr Manager – Hybrid Cloud role involves developing and scaling worldwide category execution for OpsRamp, Morpheus, and VM Essentials by transforming category narratives into actionable go-to-market (GTM) strategies. This role includes building and managing global sales-play execution frameworks that align category assets with regional revenue flow, driving measurable business impact. The role requires maintaining cross-functional alignment by collaborating with business units, product marketing, enablement teams, channel/MSP teams, and regional GTM leads to ensure deliverables are activated and business outcomes are achieved.

Key Responsibilities

• Global Sales‑Play Execution
  • Architect and operationalize sales plays globally—anchored to category value proposition and tailored for geos, verticals, customer personas, and GTM touchpoints.
  • Ensure regional field teams understand pipeline criteria, qualification metrics, performance scorecards, and execution checkpoints for each play.
• Sales & Execution Alignment
  • Liaise with GTM leads, SEs, overlays, and known sellers to secure sales-ready alignment—pipeline buy-ins, stage-gating, and play compliance.
  • Drive field adoption via quarterly onboarding webinars, play clinics, and seller sandboxes with sales engineering, demos, and close-won showcase walkthroughs.
• Channel/MSP/GSI Engagement
  • Partner with Channel, MSP, and GSI leadership to co-develop regional-localized execution plans: partner messaging, demand campaigns, enablement sessions, deal registration, co-sell incentives, and published scorecards.
  • Track partner enrolment rates, partner pipeline metrics, and deal progression to finalize pipeline-to-order conversion levels.
• Category & Marketing Synchronization
  • Work with Category Management, Product Marketing, and Corporate Marketing to maintain updated playbooks, reference assets, support materials, and narrative consistency across geos.
  • Ensure marketing launches, field campaigns, event blitzes, and local digital activation are integrated into field play cycles.
• Execution Measurement & Governance
  • Design and maintain monthly global dashboards: play KPIs, pipeline progression, attach rates, average deal size, and vertical mix.
  • Lead quarterly business performance reviews (QBRs) with Geo leads and BU sponsors to evaluate progress vs. plans, diagnose GTM risks, and steer course corrections.
• Cross‑Regio Execution Management
  • Identify regional execution barriers—lack of sales readiness, demand-gen lags, partner underperformance—and run targeted interventions (local incentives, tied marketing dollars, training intensives, or SDR pull-in).
  • Own risk logging and remediation tracking at global level.
• Team Leadership and Enablement Coaching
  • Build and manage a team of ~6–8 execution specialists: play execution architects, regional ops managers, partner-liaison leads, and data/reporting analysts.
  • Develop a culture of performance accountability, peer coaching, and standardized play deliverables.

Qualifications & Attributes

• Experience:
  • 10–15+ years in enterprise GTM execution and category roll‑out—ideally within software/infrastructure or hybrid-cloud domains.
  • Proven track record working with partner-led GTM ecosystems (Channel, MSP, GSI), co-selling motions, pipeline synergy, and reporting transparency.
• Skill Set & Expertise:
  • Ability to design and scale global sales-play frameworks—aligned to category architecture and trusted GTM rhythms (e.g., pipeline gating, play scorecards).
  • Mastery of cross-functional orchestration—enabling alignment among sales leadership, category owners, marketing enablers, and regional revenue teams.
  • Fluency in execution analytics: pipeline views, attach-rate dynamics, gross margin impact, and regional variance management.
• Mindset & Behaviors:
  • Execution-first mentality: rigorously monitoring, optimizing, and iterating execution input and output.
  • Influential and collaborative—strong at gaining traction through informal authority across operations, marketing, sales, and engineers.
  • Comfort working across time zones and geographies with asynchronous management rhythm.
• 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, Intellectual Curiosity, Long Term Planning, Managing Ambiguity

What We Can Offer You

• Health & Wellbeing: We provide a comprehensive benefits suite supporting physical, financial, and emotional wellbeing.
• Personal & Professional Development: We invest in your career with programs to help you reach your goals.
• Unconditional Inclusion: We are unconditionally inclusive and value varied backgrounds, with flexibility to manage work and personal needs.
• Let’s Stay Connected: Follow HPE Careers on social for updates.

Compensation and Equal Opportunity

The expected salary/wage range for a U.S.-based hire is USD 171,000.00 to 401,500.00 per year. Offers vary by location, experience, and education. This role adheres to applicable equal employment opportunity laws. HPE is an Equal Employment Opportunity / Veterans / Disabled / LGBT employer and is committed to an inclusive environment. Information about benefits can be found at the company rewards site.