Description
The Enterprise Public Sector Sales Manager leads a team of Account Executives (AEs) to achieve revenue and margin goals, develop outcome-based business strategies, build strong client relationships, and guide the team to performance excellence.
Key Responsibilities:
- Team Leadership: Manage a team of 7–10 AEs, building clear strategies for key accounts and coaching AEs through all sales stages.
- Sales Coverage: Develop targeted budget plans to achieve quota and margin targets for the pan-HP product portfolio, allocate resources using segmentation tools, and customize solutions based on customer outcomes.
- Account Planning: Develop best-in-class sales strategies through account planning activities (SAR), systematic customer qualification, and alignment with corporate goals.
- Solution Selling: Approach selling from a joint service and solution-led perspective to ensure HP products and services address customer needs.
- Pipeline & Deal Management: Build, monitor, and orchestrate sales pipelines to meet transactional and contractual business goals, utilizing SAR plans for long-term pipeline development and short-term goal achievement.
- C-Level Partnering: Build lasting executive relationships with key client C-level and other business and IT executives, representing HP at industry and customer events.
- Forecasting & Budgeting: Track and manage rolling forecasts and budgets, ensuring timely and accurate outcomes and building recovery plans as needed.
- Legal & Ethical Compliance: Ensure the sales team adheres to legal and ethical standards in all sales activities, including pricing, contracts, and customer interactions.
- People Development: Nurture and advance talent within the sales force, sponsor skill-building activities, and foster a culture of performance excellence.
- Coaching & Performance Management: Evaluate and guide employee performance, supporting individuals through sales challenges and managing results for all performers.
- Pan-HP Leadership: Orchestrate team leadership supporting both sales and non-sales activities.
Education & Experience Recommended:
- Education: Bachelor’s degree in Business, Marketing, or a related field.
- Experience: Typically 8+ years of job-related experience or 8–10 years of management experience in sales. Extensive experience in Public Sector Sales with the ability to navigate government processes.
Qualifications:
- Proven track record in sales management, preferably in enterprise sales environments.
- Experience in leading and developing high-performing sales teams.
- Familiarity with sales planning, pipeline management, and CRM systems.
Knowledge & Skills:
- Sales Planning & Strategy: Ability to develop targeted budget plans and allocate resources using segmentation tools and market intelligence.
- Analytical & Critical Thinking: Understand industry drivers and customer base to bridge HP solutions with account-relevant problems and opportunities.
- Organization & Time Management: Prioritize tasks, set goals, and manage time effectively.
- Leadership: Lead effectively in complex and political environments, influence without direct authority, balance competing priorities, and drive team performance.
- Problem Solving: Navigate market complexities and develop practical solutions.
- Collaboration & Communication: Build lasting executive relationships, interact with key stakeholders, and represent HP at industry events.
- Technical Proficiency: Leverage technology and CRM systems to enhance productivity.
- New Technology and AI: Demonstrate curiosity and confidence in adopting emerging tools and technologies,especially AI,to enhance sales performance, customer engagement, and productivity.
Location: Mississauga, ON-Hybrid (Onsite 3 days a week)
Compensation and Benefits: The typical base pay range for this role is $160,150 to $217,800 per year. Pay within this range will be based on the review of experience, skills, and internal equity. As a full-time employee of HP Canada, you will be eligible to participate in the company’s group benefit programs, including medical, dental, life insurance, and disability coverage, subject to the terms and conditions of the applicable plans.