Job Description

Sales Leader for Central Canada - Aruba
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.
:
HPE Networking will unleash the power of the combined HPE Aruba Networking and Juniper Networking solutions. It is designed to address a broad range of customer segments, from small & medium businesses, to the largest enterprises. HPE Networking's innovative technology and open, standards-based approach to networking is resonating with customers around the world. The Sales Leader for Central Canada is a key role in the success of HPE Networking in Canada who will lead the team by strategically selling, enabling, and executing a comprehensive GTM strategy.
Responsibilities:
Typically manages employees, resources, or projects across different BU's * May manage other related functions in addition to Sales
Manages moderate to large quotas dependent on region complexity, including operating profit targets. * Participates and influences in investment decisions, pricing decision, and resource allocation.

• Acts as a Regional Manager

Typically manages 6 or more Sales Representatives.
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, forecasts accurately and communicates sales progress; actively manages and signs off on account business plans through scheduled reviews and updates.
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; Monitors the number of deals with TAS plan reviewed by managers.
Business acumen- Exhibits base level of business, financial and legal acumen to develop meaningful business recommendations; continuously monitors and improves area-of-control operations to ensure alignment with the company's business direction, the quality of business practices and optimum organization performance.
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.
Leadership- Able to lead effectively in a complex and political environment, and deliver results; Able to influence without direct authority; Able to balance between competing priorities and be flexible and creative; Drives team performance to best in class.
Vertical Industry Acumen- Develops and exercises a deep understanding of business dynamics within area of control, as a basis for informed business decision making.
Solution Selling- Approaches selling from a business solution perspective to ensure that company products and services accurately address the customer/client's true business need in terms of type, scope, level.
Change Management- Develops methods for supporting innovation and change across the organization.
Leading & Managing Sales People
Coaching & Performance Management- Assesses and manages employee performance to ensure individual and group excellence; counsels and supports individuals through selling challenges; manages performance and results of individuals through selling challenges; manages performance and results of high and low performers.
Leadership- Models effective selling skills; motivates and supports sales teams in selling; demonstrates a high level of support in the pursuit and closing of deals.
People development- Nurtures and advances the talent required to maintain the company's sales force excellence within area of control; 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 beyond their control.
Leverages personal sales experience to participate in pursuit planning for key accounts.
Strengthens the alignment of account-team activities and priorities with management's business mission and goals.
Ensures that sales reps are trained on corporate tools and systems to ensure efficient use of time, better data collation, and elimination of the "management by spreadsheet" cycle.
Selling as a Sales Manager
Focus on strategic direction- Understands the overall company 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 highest levels of the client's organization; personally interacts with executives; establishes professional relationships and credibility with key IT and business executives in support of other established relationships with the client.
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; prepares for client calls in partnership with sales teams and supports the efforts of the team during client meetings; ensures sales teams have access to other company resources and encourages them to nurture relationships with client influencers and decision makers.
Industry and client knowledge- Stays current with industry and competitive research and information to enable rich client dialogue; maintains an understanding of client business challenges, industry trends and markets; demonstrates breadth and depth of knowledge to position and map company capabilities that align to client business objectives and initiatives.
Education and Experience:
Related sales 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.
Additional Skills: Accountability, 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 (Inactive), 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 -- 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.
Let's Stay Connected:
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Job: Sales
Job Level: Manager_2
Canada Pay Range Requirement
The expected salary/wage range for a Canada-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at .
L'echelle salariale prevue pour un nouvel embauche base au Canada occupant ce poste est indiquee ci-dessous. L'offre peut varier dans cette echelle en fonction de l'emplacement geographique, de l'experience professionnelle, de et/ou du niveau des competences. S'il s'agit d'un role de vente, l'echelle salariale indiquee reflete le salaire de base combine a la remuneration des ventes ciblees. S'il s'agit d'un role non commercial, l'echelle salariale indiquee reflete uniquement le salaire de base. Des incitations variables peuvent egalement etre proposees. Des informations sur les avantages sociaux offerts sont disponibles sur .
CAD Annual Salary: $216,500.00 - $433,500.00
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, and all decisions we make are made on the basis of qualifications, merit, and business need. 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. Please click here: .
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.

Skills Required