Global Sales & Channel Capability Lead

About the role

This role is a 'Hybrid' position requiring an average of 2 days per week at an HPE office.

Job Description

The Global Sr. Manager, Sales & Channel Capability is responsible for developing the capabilities that enable sellers, frontline managers, and partner-facing teams to execute effectively. This role works across Sales Execution, Sales Leadership, Channel Enablement, Geo Enablement, Sales Methodology, and other cross-functional teams, focusing on strengthening sales execution, improving manager effectiveness, and supporting the adoption of strategic business initiatives.

Key Responsibilities

• Sales Manager Excellence:
  • Own the strategy and evolution of frontline sales manager capability to improve leadership effectiveness and sales execution.
  • Define and evolve the global sales manager competency framework.
  • Identify the knowledge, skills, and behaviors required for frontline sales managers to drive business outcomes.
  • Develop scalable approaches that strengthen coaching, inspection, and reinforcement practices.
  • Partner with Sales Leadership to identify manager capability priorities and address capability gaps.
  • Enable managers and leaders with tools, resources, and best practices that improve team performance.
• Sales Capability:
  • Drive the development of the capabilities that enable sellers to execute effectively against business priorities.
  • Define and evolve the global sales competency framework aligned to business priorities.
  • Identify capability gaps affecting seller productivity and effectiveness.
  • Translate business priorities into scalable capability solutions.
  • Partner across Sales Execution teams to drive consistent execution and reinforce desired sales behaviors.
  • Support adoption of strategic sales initiatives through targeted capability development.
  • Define measures of success and use business and adoption data to evaluate the effectiveness of capability initiatives and identify opportunities for continuous improvement.
• Account Management Excellence:
  • Strengthen account management capabilities to improve strategic customer engagement and sales effectiveness.
  • Define and promote best practices for strategic account management.
  • Support sellers and managers in applying consistent account planning and management approaches.
  • Partner with Sales Leadership to strengthen account management capabilities across the sales organization.
• Channel Capability:
  • Partner with Channel Enablement to strengthen capabilities for internal partner-facing teams.
  • Define capability needs for partner-facing roles.
  • Support the development of role-based capability approaches for partner-facing roles.
  • Collaborate with Channel Enablement to improve readiness for strategic business initiatives.
  • Help shape the long-term capability approach for partner-facing roles as the function continues to evolve.

Essential Skills & Experience

• 8+ years of experience in Sales Enablement, Sales Excellence, Commercial Excellence, or enterprise sales.
• Experience designing and implementing global strategies, frameworks, or initiatives, and driving their adoption across global, matrixed organizations.
• Experience developing competency frameworks and capability strategies.
• Strong stakeholder management and influencing skills, including experience working with senior leaders.
• Strong analytical skills and business acumen.
• Familiarity with sales methodologies such as MEDDPICC, Strategic Selling (Miller Heiman), Challenger, Command of the Message, Value Selling, or similar.
• Excellent communication, facilitation, and presentation skills.
• Experience supporting indirect sales or partner organizations is an advantage.

What We Can Offer You

Health & Wellbeing: Comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.

Personal & Professional Development: Programs catering to reaching career goals, including becoming a knowledge expert or applying skills to another division.

Unconditional Inclusion: Flexible work arrangements and celebration of individual uniqueness.

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Information about employee benefits offered in the US can be found at

https://myhperewards.com/main/new-hire-enrollment.html

HPE is an Equal Employment Opportunity/ Veterans/ Individual with Disabilities employer.

We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need.

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