Regional Sales Manager

Regional Sales Manager - China Enterprise Join to apply for the Regional Sales Manager - China Enterprise role at Hewlett Packard Enterprise. This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week 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. Job Description Managing the Business Sales coverage – Build well‑targeted business plans and strategies for allocating resources and driving sales activities to achieve margin; collaborate within the company and with the field to prioritize, facilitate and direct the use of resources. Account Planning – Assist in planning sales strategy; manage the internal processes in support of sales reps and selling activities; align tactical account plans with overall corporate strategy; actively develop and manage geography business plans to meet revenue goals/quotas; develop plans that articulate the strategies/requirements essential for focusing sales activities, forecast accurately and communicate sales progress; actively manage and sign off on account business plans through scheduled reviews and updates. Pipeline management – Build, monitor and orchestrate sales pipelines to ensure continuous population of near and long‑term opportunities; manage the size, shape and quality of pipeline; analyze overall win rates and win/loss ratios. Deal management – Review deals to ensure soundness and problem‑free processing by the company’s back‑end operations; monitor the number of deals with TAS plan reviewed by managers. Business acumen – Exhibit a base level of business, financial and legal acumen to develop meaningful business recommendations; continuously monitor and improve area‑of‑control operations to ensure alignment with the company’s business direction, the quality of business practices and optimum organizational performance. Strategic sales planning & implementation – Orchestrate 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 – Use 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 – Assess and manage employee performance to ensure individual and group excellence; counsel and support individuals through selling challenges; manage performance and results of high and low performers. Leadership – Model effective selling skills; motivate and support sales teams in selling; demonstrate a high level of support in the pursuit and closing of deals. People development – Sponsor and direct 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 – Understand the overall company/TSG strategic direction and portfolio, and can assist sales teams in customizing solutions based on client needs. C‑level partnering – Contribute to enduring executive relationships at the client's organization; establish professional relationships and credibility with key IT and business executives in support of other established relationships with the client. Consultative selling – Strategize and coach team on how to apply consultative‑selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company; prepare for client calls in partnership with sales teams and support the efforts of the team during client meetings; ensure sales teams have access to other company resources and encourage them to nurture relationships with client influencers and decision makers. Industry and client knowledge – Stay current with industry and competitive research and information to enable rich client dialogue; maintain an understanding of client business challenges, industry trends and markets; demonstrate the knowledge to position and map company capabilities that align to client business objectives and initiatives. Education And Experience Required 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. University or Bachelor's degree. Typically 7+ years experience in sales. Knowledge And Skills Business Management Strategic Planning – Translate business goals into actionable plans and strategies that reflect the requirements and opportunities within area‑of‑control; align area‑of‑control account and market opportunities with upstream strategic plans and metrics; set sales priorities and establish these as the focus of individual or sales team activities. Execution – Actively manage business plans to meet revenue goals/quotes and advance the business interests of the company; determine if an opportunity is profitable for the company. Forecast/Budget Control – Track and manage rolling forecasts and budgets to ensure timely and accurate roll‑ups. Pipeline Management – Build, monitor and orchestrate sales pipelines to ensure continuous population of near‑ and long‑term opportunities; balance quick wins against longer sales‑cycle opportunities to ensure both immediate wins and long‑term profitability for the company. Operations Building/Improvement – Continuously monitor, troubleshoot and improve area‑of‑control operations to ensure alignment with the company's business direction, the quality of business practices, optimum organizational performance and a highly motivated sales force. Sales Development Resource Brokering/Allocation – Collaborate across the company within the field to access, facilitate and direct the use of resources needed for effective selling. Sales Facilitation – Apply influence and organizational savvy to advance sales opportunities externally, with clients, and internally within the company; establish the company's account presence and extend the customer's account penetration to executive levels; accompany sales reps on calls to demonstrate and model effective selling skills. Strategic Account Leadership – Actively drive key enterprise and strategic account activities – promote vision and model executive relationship building practices to build enduring partnerships and account share/penetration for the company. Attract and hire top talent. Workforce Management & Development Supervision – Assess and manage employee performance to ensure individual and group excellence; build individual and group commitment to business goals and personal excellence. Coaching – Personally develop employee performance to ensure individual and group excellence; coach and develop sales personnel in activities such as solution selling or relationship building; review, brainstorm, validate and troubleshoot selling strategies for individuals & account teams. Skill Development/Enhancement – Sponsor and direct skill‑building activities to increase the productivity and accomplishments of the sales force. Workforce Planning – Actively monitor, identify and address sales and resource capability gaps within area‑of‑control; manage “span of control” issues to ensure such goals as adequate account coverage, employee retention, effective succession planning, and optimum implementation of workforce re‑alignment models. Career Planning and Development – Nurture and advance the talent required to maintain the company's sales force excellence within area‑of‑control. Customer Face‑Time Proactively develop and nurture solid relationships in key accounts as a basis for expanding the company's business‑partnering presence. Solidify an enduring partnership with key accounts through strategies such as active monitoring of customer satisfaction, speedy problem resolution, and advance communication of beneficial company initiatives or solutions. Strategic Business Planning Manage the top‑ and bottom‑line – monitor discounts and margins involved in individual deals to align them with group performance. Work with others to create mechanisms that shift the focus from “low‑hanging,” immediate wins to recognizing and providing incentives for large deals/wins. Understand industry drivers and the customer base better to bridge company solutions with account‑relevant problems and opportunities. Build stronger internal relationships with other groups to ensure seamless selling of total company solutions and to establish clear expectations for resource alignment and support. Develop effective counter‑measures and messages. Build clear strategies for working with key accounts to pursue and close major opportunities, including clear identification of tactics for accelerating progress through the pipeline. Sales Team/Individual Coaching Provide better coaching and mentoring opportunities – less improvisation, more planful, more call‑related modeling. Review and provide counseling on account‑team deals. Leverage personal sales experience to participate in pursuit planning for key accounts. Strengthen the alignment of account‑team activities and priorities with management's business mission and goals. Assess account teams for strengths/challenges and ensure that the team capitalizes on individual strengths, while compensating for individual challenges. Ensure 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. Vertical Industry Acumen – Develop and exercise a deep understanding of business dynamics within area of control, as a basis for informed business decision making. Solution Selling – Approach 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 – Develop methods for supporting innovation and change across the organization. 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; drive team performance to best in class. 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, Long Term Planning, Managing Ambiguity, and 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 Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE. Seniority level Not Applicable Employment type Full‑time Job function Sales and Business Development Industries IT Services and IT Consulting 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: Equal Employment Opportunity. 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. It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates. Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication. #J-18808-Ljbffr