Provide strategic and operational leadership for a regional sales organization of 8-12 direct reports overseeing an organization of over 60 people
Own and drive attainment of team quota across the combined Aruba and Juniper networking portfolio
Partner closely with Compute, Hybrid Cloud and other channel teams to design and execute cross sell initiatives that expand HPE’s footprint with existing partners and customers.
Set regional targets, track partner performance, and drive execution to achieve revenue, attach and ecosystem growth objectives.
Develop and execute a balanced new business and account expansion strategy (targeting ~70% new logo acquisition and ~30% cross-sell/wallet-share growth).
Implement and institutionalize a disciplined sales process using MEDDPICC as the qualification and forecasting methodology (training available)
Collaborate cross-functionally with HPE Networking, product management, marketing, professional services and channel teams to align GTM strategy and accelerate deals.
Lead hiring, onboarding, coaching and performance management to build a collaborative, outcome-driven sales culture; proactively address underperformance and scale top talent.
Act as a senior customer and partner executive, articulating value propositions to C-level and technical stakeholders.

Requirements

Proven track record of leading and scaling high-performing networking sales teams.
Preference to candidates with a SLED leadership background
Demonstrated success selling complex, multi-product portfolios and driving both new customer acquisition and expansion within existing accounts.
Strong operational discipline and experience applying MEDDPICC or comparable sales methodologies.
Executive communication, customer-first orientation, resilience, high internal locus of control and the ability to motivate and hold teams accountable to ambitious targets.
Excellent collaborator and communicator with the ability to influence senior partners and internal stakeholders.
Comfortable working in matrixed, fast-changing environments.

Benefits

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Applicant Tracking System Keywords

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Hard Skills & Tools

sales processMEDDPICCnew business strategyaccount expansion strategyquota attainmentcross-sell initiativesrevenue growthpartner performance trackingcustomer acquisitionmulti-product portfolio sales

Soft Skills

strategic leadershipoperational disciplineexecutive communicationcustomer-first orientationresiliencemotivationcollaborationinfluenceperformance managementteam accountability