Director Hybrid Solution Nordic Cluster

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 days per week from an HPE office.

Job Description:

Strategic intent of the role:
The Nordic Cluster Hybrid Solutions Sales Leader is responsible for delivering the A&PS, Managed Services, Greenlake Flex Solutions and IaaS (Private Cloud Enterprise/ PCE) financial results for the countries in their Geography.

This role will focus heavily on outcomes for customers through our solutions and pan-HPE portfolio.

This leader has a thorough understanding of the competitive and market dynamics in the Cloud and Advisory industries, including trends and future growth opportunities within the Nordic Cluster.

They will be responsible for weekly reviews of pipeline, opportunities, forecasting of order flash and risks.

This Sales Leader will provide business ownership for all selling activities within the Nordic Cluster to reach the order plan every quarter. This leader is the guardian for all ARR performance. This is led through the customer solution/ outcome design which maximizes customer value and profitability and leads to further growth opportunities and account expansion through Services expansion and improved Services consumption.

The role works closely together with the Customer Success Management organization within CSLV at NWE level, to achieve this.

When required, they will develop get-well plans and activate the selling community to reach objectives. Performance will be judged on achievement of the financial plan for orders and margin.

They are responsible for new offer integration, as well as leveraging WW and Geo Sales Enablement resources to ensure their team has all the required skills to sell the A&PS, Greenlake Flex Solutions and IaaS Portfolio.

The Hybrid Solutions Sales Leader Compensation Plan consists of 100% focus on the three respective portfolios (A&PS, Greenlake Flex Solutions and IaaS).

The role reports directly to the Nordic Cluster and leads a team of Greenlake Category Managers, Greenlake Specialists, Solution Architects, Deal Managers, A&PS Specialists and A&PS Practice Managers, Managed Services Specialists, and Non-Stop Sales Specialists (where applicable). Indirectly this leader is responsible for Channel Greenlake Specialists, Enterprise Solution Specialists and Greenlake Digital Sales Representatives (DSRs).

This leader will closely partner with Account Management Leadership, Channel Leadership, Customer Success and Life-time Value Leaders and Sales Strategy and Planning.

Some of the mandatory requirements for the role are deep expertise in Hybrid Cloud industry and technical selling experience; high motivation; executive sales presence and business management expertise and background.

Management Level Definition:
Leads a large or broad function/department within a multifaceted organization. Responsible for operational success, strategic alignment, and integration of activities with other major organizational functions.

Responsible for one or more recognized professional disciplines. Fully accountable for the success of the designated function or department. Influences strategy and sets policy and direction. Owns a significant number of measurable functional, operational, and strategic goals or priorities. Assumes responsibility for the successful implementation of business plans in a defined area of responsibility. Contributes to the overall strategic definition of a function with strong business acumen. Acts as a key advisor to executive management in influencing the strategic direction of the business.

Networking & Executives:
Manages a group of sales professionals in one or more of the Sales Functions (account management, territory sales, vertical industry, specialties). Responsible for setting the direction and managing the deliverables of the assigned sales team and achieving revenue and expense objectives. Resolves customer problems and participates in important negotiations with key customers. Where appropriate, seeks to build strategic executive relationships externally with clients and internally within company, and partners with internal and external resources to develop best-in-class solutions for the customer. Manages the performance of individual contributors and the team overall and grows and develops talent within the organization.

Responsibilities:
• Accountable for business growth, company market share and revenue increases within Nordic Cluster countries.
• Coordinates all company sales activities in the area-of-control.
• Sets quota and goals for organizations.
• Develops tactics to generate new sales.
• Provides input to team on overall sales strategy, cost optimization, and disciplined process management (pipeline review, asset management, demo sales achievement, etc.).
• Ensures optimum sales coverage through direct and partner sales resources and different routes to markets.
• Develops sales resources and management talent to ensure a pipeline of qualified sales talent to support future growth. Implementation of master pipeline management.
• Builds lasting, consultative relationships with key customer accounts.
• Proactive change management.
• Coach and support sales teams and leadership in developing key and/or difficult account opportunities.
• Builds long-term growth opportunities using the Account Business Planning process.
• Develops the consultative, solution selling capability in their organization to develop compelling business cases to differentiate and highlight the value of the company's broad portfolio.
• Ensures resource deployment encompasses end-to-end selling support (solution partners, SA, ISR, resellers, etc)
• Demonstrates in depth knowledge of the vertical segment and provides external leadership to industry, community, press.
• Engages NWE Hybrid Solution sales teams and/or Global Business Unit Sales Teams (Specialists, Channel Partners, and Alliance Partners) to fully leverage all of the company's products and technology offerings
• Creates and manages resource plan including staffing of sales team to ensure pursuit and closure of opportunities, and perpetuation the existing installed base revenue.
• Balances short term with long term planning and resource investment
• Demonstrates thought leadership by directing the customer's application of technology to new business problems.
• Creates a performance driven culture that ensures the company has the best IT sales force in the industry.
Education and Experience Required:
• University or Bachelor's degree, advanced university or Master's degree preferred.
• 5-10 years of sales and progressive management experience.
• 10-15 years of industry experience.
• Demonstrated results in growing a business or expanding a market.

Knowledge and Skills:
• Deep expertise in the Hybrid Cloud industry and technical selling experience is mandatory.
• Strategic Sales Planning & Implementation - Provides input to the development of strategic sales plans that reflect the company's business strategy to advance market share/penetration and achieve profitable growth.
• Budget Management & Cost Optimization - Manages within set spending parameters to protect the company's business and sales assets and ensures their effective engagement.
• P&L Management - Sets and manages the business investments and resource allocations essential to ensuring the financial growth of business group. Should focus on balance sheet. Optimized operation to improve balance sheet position.
• Vertical Industry Acumen - Develops and exercises a profound understanding of business dynamics within area of control, as a basis for informed business decision making.
• Workforce Planning - Executes acquisition and development strategies targeted to ensuring workforce readiness, and market opportunity responsiveness.
• Execution Management - Collaborates effectively with the company's BUs and value chain partners to ensure operational responsiveness to challenges, and alignment with business imperatives. Acts decisively once decision is taken.
• C-Level Partnering - Contributes to enduring executive relationships that establish the company's consultative professionalism and promotes its total solution capabilities at the highest levels of the client's organization. Acts as the escalation point for customer issues.
• 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.
• Solution Selling - Approaches selling from a business solution perspective to ensure that company products and services accurately address the client's true business need in terms of type, scope, level.
• Business and Financial Acumen - Exhibits authoritative business and financial acumen to develop meaningful business recommendations; Understands the portfolio aspect of the company's products/services and how the businesses work together. Understands the balance sheet drivers of channel partners and balances with company requirements.
• Change Management - Acts as an advocate for innovation and change across the organization.
• Problem Solving - Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution.
• Global Presence - Represents the company on global accounts with the cultural sensitivity and business maturity appropriate to the high degree of corporate access and level of responsibility involved.
• 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; Able to drive team performance to best in class; Able to create and build highly effective sales teams and organization; Able to communicate effectively across multiple levels in client organizations, the company and the industry.

Accountability, Accountability, Active Learning (Inactive), 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}

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.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.

#denmark, #finland, #netherlands, #norway

Job:

Sales

Job Level:

Director

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

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