Director, Storage Business Development

Director, Storage Business Development

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:

The Director of GTM and Business Development will be a key Global leader responsible for driving sales execution and supporting the sales teams in creating and managing portfolio-based programs that build and measure pipeline plus achieve revenue growth. This role, reporting into the VP of WW GTM and Business Development, combines strategic category management, sales governance, focused business development, sales execution, and collaboration with product management to deliver compelling customer offers and support the sales force in achieving business objectives.

Key Responsibilities:

• Strategic Leadership and Planning:
  • Develop and lead cross-functional go-to-market (GTM) and business development teams to support creation and execution of sales plays and other business development activities.
  • Create and communicate strategic and tactical global category (strategic portfolio level) plans to achieve market growth, revenue, and operating profit goals.
  • Establish and track metrics, goals, and benchmarks for pipeline development, customer acquisition, and retention.
• Business Development:
  • Identify and develop new markets, industries, use cases and business opportunities to build a strong sales pipeline.
  • Conduct market analysis to identify trends, customer needs, and competitive positioning.
  • Leads team to Develop and execute awareness/preference and demand generation campaigns.
  • Leads team to Develop and execute upsell/cross-sell/attach efforts. May manage field-facing aspects of new offering launch.
  • Build and maintain relationships with Geo sales, pre-sales and category leaders, partners, and other Business Unit stakeholders to drive business growth.
• Sales and Marketing Support:
  • Support best-in-class communication and support to the direct and indirect sales teams on product strategies and GTM campaigns.
  • Assist sales with the development of sales training materials, distributor, and reseller business development.
  • Develop and execute marketing strategies and tactics that drive demonstrable revenue, share gains, and customer/partner engagement.
• Operational and Financial Management:
  • Identify opportunities for and drive organizational initiatives to support business process improvements and cost reductions.
• Customer and Partner Engagement:
  • Lead a team of business growth leads, portfolio category managers, and data analytics experts to deliver on GTM vision.
  • Engage with program managers, marketing, product managers, technical leaders, and executives to communicate program status and influence strategic decision-making.
  • Establish a closed-loop customer experience to drive adoption, expansion, and renewals.

Qualifications:

• Education:
  • Bachelor's degree required; MBA or advanced degree preferred.
  • Degrees in Technology Management, Business, or related fields are advantageous.
• Experience:
  • 12-15+ years of professional services experience with demonstrated success in managing local and global teams.
  • 7+ years in sales, marketing, or GTM roles, including offering marketing, segment marketing, and partner marketing.
  • 10+ years of people management experience.
• Knowledge and Skills:
  • Sales Strategy Development: Develop and execute a comprehensive global sales and business development strategy to achieve orders, revenue and growth targets in alignment with the storage GBU’s overall business goals.
  • Team Leadership: Lead and manage the global business development teams, including the influencing the Geo category leaders, providing guidance, support, and fostering collaboration with local teams through a dotted line reporting relationship. Provide leadership, coaching, and mentorship to achieve business development and sales goals and foster a high-performance culture.
  • Market Analysis: Stay up to date with market trends, competitor activities, and customer needs to identify opportunities and threats. Adjust the sales strategy accordingly.
  • Sales execution: Collaborate with WW Sales Strategy and the Business unit to set and monitor portfolio-based pipeline targets and KPIs for the sales teams. Ensure that the teams are consistently achieving or exceeding these targets.
  • Funnel Management: Oversee and optimize the sales funnel, including lead generation, qualification, and conversion. Implement robust processes and tools for tracking leads and prospects at various stages of the sales cycle. Work closely with the sales and marketing teams to ensure a well-defined and efficient lead-to-customer journey. Use data-driven insights to identify bottlenecks, improve conversion rates, and maximize revenue potential throughout the sales funnel.
  • Product Positioning: Collaborate with the marketing and product teams to ensure the storage products or data services are effectively positioned in the market and are meeting customer needs.
  • Sales incubation: Develop strategies for incubating and scaling new offerings.
  • Reporting and Analytics: Regularly report on sales performance, forecasts, and progress toward objectives. Utilize data analytics to make informed decisions and guide the sales strategy.
  • Sales Enablement: Partner with the sales enablement team to design and execute an operational sales enablement strategy and implementation plan.

Personal Attributes:

• Passionate about driving sales execution and achieving results.
• Exceptional at partnering, innovating, and making things happen.
• Committed to fail fast/agile attitude backed by a data-driven and fact-based methodology.
• A roll-up-your-sleeves leader who isn’t afraid of diving into both strategy and tactical initiatives.
• A strong team player with excellent organizational and strategic management skills.

Accountability, Accountability, Action Planning, Active Learning (Inactive), Active Listening, Bias, Business, Business Planning, Coaching, Commercial Acumen, Computer Literacy, Creativity, Critical Thinking, Customer Insights, Data Analysis Management, Data Collection Management (Inactive), Data Controls, Design Thinking, Empathy, Follow-Through, Growth Mindset, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity, Market Analysis {+ 5 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.

#unitedstates#storage

Job:

Marketing

Job Level:

Director

States with Pay Range Requirement

The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.

USD Annual Salary: $155,500.00 - $376,000.00

Canada Pay Range Requirement

The expected salary/wage range for a Canada-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://hpe-benefits.seb-admin.com/new-to-hpe/.

L’échelle salariale prévue pour un nouvel embauché basé au Canada occupant ce poste est indiquée ci-dessous. L'offre peut varier dans cette échelle en fonction de l'emplacement géographique, de l'expérience professionnelle, de et/ou du niveau des compétences. S'il s'agit d'un rôle de vente, l'échelle salariale indiquée reflète le salaire de base combiné à la rémunération des ventes ciblées. S'il s'agit d'un rôle non commercial, l'échelle salariale indiquée reflète uniquement le salaire de base. Des incitations variables peuvent également être proposées. Des informations sur les avantages sociaux offerts sont disponibles sur https://hpe-benefits.seb-admin.com/new-to-hpe/.

CAD Annual Salary: $160,500.00 - $320,500.00

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. .