Sales Manager - Army, Air Force and DISA

Sales Manager - Army, Air Force and DISA

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

• Lead the U.S. Army, Air Force, Space Force, Defense Information Systems Agency (DISA), U.S. DoW European Theater and Combatant Command sales community to success.
• Communicates direction to the team in line with the company’s vision and strategy.
• Inspires the team to meet and exceed goals.
• Manages the HPE sales motion towards growth and increased profitability.
• Creates a high performing team through recruiting, developing, and retaining talent.
• Organizes the team and adapts the resource mix to maximize the team’s and HPE’s achievement, market coverage and financial performance.
• Coaches to assure best in class individual and team sales performance.
• Orchestrates major Enterprise-level customer engagements for HPE to make sure we deliver results through the best customer experience in the industry.
• 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 across business units to maximize customer success and team efficiency.
• Helps teams to eliminate or navigate barriers and overcome obstacles.
• Establishes sales methodology for end‑to‑end sales process management.
• Manages sales planning and follows‑up actions to ensure consistent execution.
• Provides timely and accurate sales forecasts and outlooks for customers and market dynamics.
• Provides structured customer feedback, competitive assessments and win/loss deal analysis to sales teams to promote learning.
• Manages and controls activities within a sub‑region or Region; typically manages 6‑9 or more direct reports.
• Span of Control guidelines may differ from these numbers.

• Typically 10+ years’ experience in sales, including success in achieving progressively higher quota and other sales goals.
• 5+ years’ experience with the U.S. Army, Air Force, Space Force, Defense Information Systems Agency (DISA), U.S. DoW European Theater and Combatant Command missions and priorities.
• 5+ years’ experience managing high performing sales teams; knowledge of Federal/DoW funding and procurement/acquisition processes.
• Demonstrated excellence in project management.
• University or Bachelor’s degree preferred, or equivalent experience.

• Deploys Purpose and Vision:
  Understands HPE's vision and strategy.
• Aligns and translates vision into the team’s vision, purpose, and clear goals.
• Strategic Thinking:
  Understands how to best deploy the business model, individual and team strengths to the most impactful opportunities or challenges.
• Understands various sales motions and their impact on P&L.
• Coaches and guides the direct and indirect team to consider each deal's impact to HPE's long‑term success.
• Leads the team to determine how HPE adds value to the customer and their customers.
• Leads through Change:
  Anticipates and embraces business changes; directs and enables shifts within the team.
• Inspires the Team:
  Engages and energizes team members to achieve team goals and realize their individual potential.
• Builds Teams:
  Creates and supports a high performing team through attracting, hiring, developing, promoting, and retaining best in class talent.
• Plans resource allocation and aligns talent to opportunities, to maximize effectiveness of the coverage model.
• Develops Talent:
  Coaches, mentors, and develops talent to maximize individual and team performance.
• Acts as an advisor helping teams navigate unusual deal situations while encouraging learning.
• Integrity:
  Wins the right way and displays high ethical standards in every action.
• Customer
  
  Experience:
  
  Builds Long‑Term Customer/Partner Relationships by…