Territory Sales Manager

Job Description

This role has been designed as ''Onsite' with an expectation that you will primarily work from an HPE office. 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. Aruba is an HPE Company, and a leading provider of next-generation network access solutions for the mobile enterprise. Helping some of the largest companies in the world modernize their networks to meet the demands of a digital future, Aruba is redefining the Intelligent Edge – and creating new customer experiences across intelligent spaces and digital workspaces. Join us redefine what’s next for you.

Job Responsibility

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
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
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 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

Requirements

University or Bachelor's degree
Typically 7+ years experience in sales
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

What we offer

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Personal & Professional Development
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