Country Leader - South Pacific

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:

Aruba, a Hewlett Packard Enterprise company, is a leading provider of next-generation networking solutions for enterprises of all sizes worldwide.

Aruba’s mobile-first, cloud-first approach addresses the fundamental changes in today’s business environment – the move towards the digital workplace and the explosion of big data.

Our end-to-end product portfolio spans the access layer and the data center. Based on a history of innovation, this portfolio redefines the concepts of networking away from the fixed, static client-server model of the past decade, to a software-based approach that enable seamless and secure access to cloud-based apps from mobile devices. The portfolio provides the scale and flexibility for the most demanding data centers, the intelligence and context-aware attributes needed for the digital workplace, with the simplicity and ease of operations purpose designed for the smallest of businesses. The results are dramatically improved productivity and lower operational costs.

The Role:

The South Pacific Aruba Country Sales Director reports to Aruba Asia Pacific VP and will lead and manage a team of 60+ employees who are mainly Sales, System Engineers and Category Sales professionals. He/she will be responsible for setting the direction and managing the deliverables of the team and achieving revenue in excess of US$100M. S/he will resolve customer problems and participate in important negotiations with key customers and seek to build strategic executive relationships externally and internally to develop best-in-class solutions for the customer. S/he will manage the performance of the team and grow & develop talent within the organization.

Responsibilities:

• Accountable for business growth, market share and revenue increases of portfolio.
• 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 customer accounts.
• Manages change proactively and effectively.
• Coaches and supports 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.
• Represents Aruba as the brand ambassador in the country and leads as the Industry spokesperson in the technology forums, customer conversations and media coverage of Wired, Wireless & Security Networking Solutions.
• Engages greater internal/external sales team (APAC regional team, Account Managers, System Engineers, Category Sales and Channel Partners) to fully leverage all of the company's products and technology offerings
• Creates and manages resource plan including staffing of country 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 Networking IT sales force in the industry.

Education and Experience

• University or Bachelor's degree; advanced university or Master's degree preferred.
• 10+ years of sales and progressive management experience.
• 12-15+ years of related technology industry experience, with a strong understanding of the networking IT space.
• Demonstrated results in growing a business or expanding a market.

Knowledge and Skills

• 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 matrix 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.

Leadership qualities to be successful in Aruba HPE

• Conduct themselves in their working life by the 4 key values
  • Customer First, Customer Last
  • Innovation
  • Bias for Action
  • Partnership
• Ability to operate successfully in a matrix organizations
  • Strong networker and builds great stakeholders relationships (build and nurture)
  • Able to operate with ambiguity – i.e. leverage what useful, respects what’s legal, create new routes when there are none.
• Act with diplomacy while cutting through bureaucracy – gains consensus
• Lead with passion and motivation
• Feeds and supports “success-breeds-success’ within Aruba HPE, identifying and sharing ‘wins’ (i.e. customer success stories, breakthrough technology etc.)
• Grow, nurture and leverage talents
• “can-do’ attitude – gets into details and is able to add value through greater depth of knowledge, able to deliver tactically, can talk to the product across all levels in the business

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.

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Job:

Sales

Job Level:

Director

Hewlett Packard Enterprise is EEO F/M/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.