Managed Services Sales Leader - North America

Managed Services Sales Leader - North America

In this role, the selected candidate will be in charge of managing managed services for North America and will be in charge of a group of pre-sales solutions architects. Manages and controls activities within this area. Will manage up to 10 or more direct reports. Span of Control guidelines may differ from these numbers.

Responsibilities:

• Responsible for the overall success of the Managed Services business for the North American region
• Responsible for achieving quarterly order budget targets and providing quarterly forecast
• Define pipeline-building activities and track ongoing opportunities to order
• Provide weekly business performance updates to the leadership team
• Defines strategic direction and plans
• Monitors business performance and implements corrections, cost reductions, and incremental growth actions.
• Leads a team of individual Managed Services Deal Strategists, Solution Architects, and sellers
• Create and foster mutually beneficial relationships with product business groups, alliance partners, functional services and support teams, regional business development manager, sales, solution partners organization, and delivery functions. Lead key initiatives on behalf of functional and senior management.
• Assigns responsibilities, provides direction, leadership, and coaching, and removes barriers to enable direct reports to execute their roles and achieve objectives and goals.
• Creates a working environment conducive to individual growth and high performance, which is challenging and rewarding.
• Achieves diversity and other HR goals.
• Acts as a mentor to individual contributors in other teams and for the Manager I level. May participate in initiatives to improve the effective development and utilization of company human capital (e.g., developing rotational programs, re-skilling programs, etc.).

Knowledge and Skills:

• Excellent market knowledge of the Services business
• Strong execution-level understanding of HPE processes, organizational structure, and sales cycle.
• Need broad knowledge of competitive market dynamics, business models, business strategies, and processes.
• Demonstrate broad knowledge of corporate organization, policies, and cross-functional roles and objectives.
• Strong skills in managing people and business relationships, knowledge of organizational design and planning, problem-solving, managing individual and team productivity and dynamics, and excellent communication, negotiation, and influencing skills in cross-functional teams.
• Must have a solid understanding of business management principles, financial expertise, and strategic planning methods.
• Recognized as an authority in their area of expertise. Demonstrated ability to provide thought leadership and drive change across functions. Very strong leadership, people, and business management skills.
• More frequent influence at cross-functional and executive levels.

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 and supports a high performing team through recruiting, developing, promoting, and retaining best in class 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, considering the intersection of technology, people and economics.
• 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.

Scope and Impact:

• Typically manages employees, resources, or projects across multiple countries and BU's, dependent on country size and complexity
• Manages moderate to large quotas dependent on country complexity, including operating profit targets.
• Participates in and influences investment, pricing, and resource allocation decisions.
• Can act as a Country Manager
• Typically manages approximately 10 sales representatives. Can manage other sales roles (in addition to sales representatives), and can manage people managers.

Complexity:

• Navigates and manages risks that may impact deals across multiple countries (e.g., country-specific, political, economic, etc.)
• Responsible for complex multi-BU business deals, taking into account P&L impact.

Education and Experience:

• University or Bachelor's degree preferred, or equivalent experience
• Typically 10-12+ years' experience in sales, including success in achieving progressively higher quota and other sales goals.
• 5+ years' experience managing high performing sales teams preferred
• Demonstrated excellence in project management.

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
• Managing Ambiguity
• More skills...

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 — 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.