Regional Sales Manager, Asset Recovery Services

Hewlett Packard Enterprise (HPE) is an industry leading technology company that enables customers to go further, faster. With the industry’s most comprehensive portfolio, spanning the cloud to the data center to workplace applications, our technology and services help customers around the world make IT more efficient, more productive and more secure.

About HPE Financial Services (HPEFS)

HPE Financial Services (HPEFS) is Hewlett Packard Enterprise’s wholly owned leasing and financial services subsidiary. It is an asset management company featuring leasing that provides a full range of financial lifecycle management services, including transition, acquisition, management and disposition. The HPEFS mission is to support and enhance Hewlett Packard Enterprise’s and HP Inc.‘s worldwide sales efforts by providing a broad range of financial services and asset management capabilities that positively impact the customer/partner relationships and enhance shareowner value as well as support and enhance HPE’s/HPI’s global product and service solutions, enabling customers worldwide to acquire complete IT solutions, including hardware, software and services.

We are looking for a Regional Sales Manager for Asset Recovery Services, covering Asia Pacific and Japan region:

Description:

  • Builds and drives Technology Value Solutions (TVS) / Asset Recovery Services (ARS) regional sales plan
  • Drives major account plans
  • Creates and manages sales funnel, forecast and scorecard
  • Captures and shares win/loss and competitive experiences
  • Supports and implements geography sales initiatives
  • Organizes, leads, supports and motivates regional sales representatives
  • Manages development of coverage and relationship plans for key reseller partners
  • Assists in planning sales strategy
  • Manages internal processes in support of sales representatives and selling activities
  • Drives sales programs for new business and greater account penetration
  • Responsible for recruiting, training, and development of sales representatives

Education and Experience Required:

  • University or Bachelor’s degree; advanced or Master’s degree preferred
  • Typically 8-12 years of relevant sales experience
  • Sales experience in IT and/or financial services industries preferred
  • 5 yrs. management experience
  • Strong knowledge of all aspects of Asset Recovery Services
  • 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
  • Executive level presentation
  • Willingness to travel extensively (estimate >50%)
  • Ability to stay focused to on goals and objectives
  • Ability to attract qualified ARS Sales Reps
  • Ability to lead and motivate through indirect reporting relationships
  • Detailed knowledge of key customer types or customers
  • Selling of complex products, solutions and services
  • Ability to interact directly with HPEFS and HPE senior sales management
  • Ability to operate and make decisions in complex environment with minimal tactical direction
  • Excellent communication skills — particularly from a business perspective

In addition to core selling skills:

  • Strategic Planning – Translates business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control Aligns area-of-control account and market opportunities with upstream strategic plans and metrics. Sets sales priorities and establishing these as the focus of individual or sales team activities
  • Execution – Actively manages business plans to meet revenue goals/quotes and advance the business interests of
  • Determines if an opportunity is profitable for the company
  • Forecast/Budget Control – Tracks and manages rolling forecasts and budgets to ensure timely and accurate roll-ups
  • Pipeline Management – Builds, monitors and orchestrates sales pipelines to ensure continuous population of near- and long-term opportunities Balances quick wins against longer sales-cycle opportunities to ensure both immediate wins and long-term profitability for the company
  • Operations Building/Improvement – Continuously monitors, troubleshoots and improves 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
  • Resource Brokering/Allocation – Collaborates across the company within the field to access, facilitate and direct the use of resources needed for effective selling
  • Sales Facilitation – Applies influence and organizational savvy to advances sales opportunities externally, with clients, and internally within the company; Establishes company’s account presence and extends the customer’s account penetration to executive levels; Accompanies sales reps on calls to demonstrate and model effective selling skills
  • Strategic Account Leadership – Actively drives key enterprise and strategic account activities – promotes vision and models executive relationship building practices to build enduring partnerships and account share/penetration for the company
  • Attract and hire top talent.
  • Supervision – Assesses and manages employee performance to ensure individual and group excellence Builds individual and group commitment to business goals and personal excellence
  • Coaching – Personally develops employee performance to ensure individual and group excellence. Coaches and develops sales personnel in such activities as solution selling or relationship building. Reviews, brainstorms, validates, and troubleshoots selling strategies for individuals & account teams
  • Skill Development/Enhancement – Sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force
  • Workforce Planning – Actively monitors, identifies and addresses sales and resource capability gaps within area-of-control. Manages “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 – Nurtures and advances the talent required to maintain company sales force excellence within area-of-control
  • Proactively develops and nurtures solid CxO-level relationships in key accounts as a basis for expanding the company’s business-partnering presence
  • Solidifies an enduring partnership with key accounts through such strategies as active monitoring of customer satisfaction, speedy problem resolution, and advance communication of beneficial company initiatives or solutions
  • Manages the top- and bottom-line – monitors discounts and margins involved in individual deals to align them with group performance
  • Works with others to create mechanisms that shift the focus from “low-hanging,” immediate wins to recognizing and providing incentives for large deals/wins
  • Understands industry drivers and the customer base better to bridge the company solutions with account-relevant problems and opportunities
  • Builds stronger internal relationships with other groups to ensure seamless selling of total company solutions and to establish clear expectations for resource alignment and support
  • Develops effective counter-measures and messages
  • Builds clear strategies for working with key accounts to pursue and close major opportunities, including clear identification of tactics for accelerating progress through the pipeline
  • Provides better coaching and mentoring opportunities – less improvization, more planful, more call-related modeling
  • Reviews and provides counseling on account-team deals
  • Leverages personal sales experience to participate in pursuit planning for key accounts
  • Strengthens the alignment of account-team activities and priorities with management’s business mission and goals
  • Assesses account teams for strengths/challenges and ensures that the team capitalizes on individual strengths, while compensating for individual challenges
  • Ensures 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 – Develops and exercises a deep understanding of business dynamics within area of control, as a basis for informed business decision making
  • Solution Selling – Approaches 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 – Develops 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; Drives team performance to best in class

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