Country Channel Leader

7 months ago

Jakarta, Indonesia Hewlett Packard Enterprise Full time

Country Channel Leader

This role has been designated as ‘Office’, which means you will primarily work from an HPE office.

**Job Description**:
Leads the 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 to deliver results and create the best customer experience in the industry. Manages escalations to solution, and solution to opportunity. Drives a hunting mentality. Engages customer executives to understand the customers’ business context, build trust, and deliver HPE’s value proposition in line with that. Creates early-stage opportunities by managing top customers’ executive level relationships. Coaches and enables teams to craft the right technical, IT investment and pricing strategies to win. Partners with stakeholders to maximize cross-HPE team efficiency and customer success. Helps teams to bust barriers and overcome obstacles. Establishes sales methodology for end-to-end sales process management. Manages sales planning and follows up to ensure consistent execution. Provides timely and accurate sales forecasts. Provides customer feedback and won/loss deal analysis into the broader HPE team.

**_ Responsibilities:_**

**_Strategic Leadership:_**
- Leads the sales community to success.
- Communicates effectively to set direction for the team in line with the company’s vision and strategy. Inspires the team to meet and exceed goals.
- Manages the HPE sales motion strategy and deployment 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 collective team’s and HPE’s achievement, market coverage and financial performance.
- Actively and regularly coaches to assure best in class individual and team sales performance.
- Displays uncompromised integrity.
- Propagates our culture and values and the importance of winning the right way.

**_ Customer Intimacy:_**
- Orchestrates major Enterprise-level customer engagements for HPE to make sure we deliver results through the best customer experience in the industry.
- Acts as role model for the sales community by displaying will to win and action oriented leadership, and by holding customers in the center.
- 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 (channel, categories, HR, legal, other sales teams) across business units to maximize customer success and team efficiency across HPE.
- Helps teams to bust barriers and overcome obstacles.

**_ Managing the Business:_**
- Establishes sales methodology for end-to-end sales process management, with clear roles and responsibilities in each stage of the sales process.
- Manages strategic and tactical sales planning at both segment and account levels. Follows up to ensure consistent execution.
- Provides timely and accurate sales forecasts and outlooks for customer and market dynamics.
- Provides structured customer feedback, competitive assessments and won/lost deal analysis into category, R&D, strategy & planning and sales teams to promote learning.

**_ Scope and Impact:_**
- Typically manages employees, resources, or projects within an assigned territory or country.
- Responsible for quota achievement for the team
- Participates in investment and resource allocation decisions.
- Typically manages approximately 10 sales representatives. Can manage other sales roles (in addition to sales representatives).

**_
Complexity:_**
- Navigates and manages risks that may impact deals within the assigned territory (e.g., country-specific, political, economic, etc.)
- Responsible for complex multi-BU business deals

**_
Education and Experience:_**
- University or bachelor’s degree preferred, or equivalent experience.
- Typically, 8-10+ years’ experience in sales, including success in achieving progressively higher quota and other sales goals.
- Experience mentoring other sales professional and other employees.
- Prefer exper

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