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Sales Enablement Lead-Switching & Security

Date posted 10/09/2018 Location Santa Clara, California

Sales Enablement Lead

Portfolio & Competitive Global Enablement

The Sales Enablement Lead will be accountable for overseeing and bringing to market the development and curation of sales training and enablement content and programs to our Aruba, HPE and Partner sales teams. This role will drive cross functional and organization alignment and collaboration across Sales, Marketing, the Product Teams, Services and the entire Global Enablement Team.

Job Responsibilities:

This global role is accountable for overall enablement performance related to Switching & Security Sales Enablement specifically focused at the sales teams specially the territory managers, account managers, inside sales representatives and channel account managers at the individual contributor, management, and executive levels.

Ensure consistency of the strategy, messaging, and direction of the assigned aspects of the portfolio is integrated into all Sales communities and enablement programs. These programs include, but will not be limited to, the Sales Chat Live, Sales Academy, new-hire programs, and all Partner Sales Programs

Responsible for the design and implementation of sales enablement and tools for direct and indirect channels, based on business needs. Competitive practices to enable our sales organization, partner communities, and company-wide business strategies.

Has a strong knowledge and ability to analyze current & future company, technology, industry, and market trends to develop sales and sales engineering investment recommendations that are aligned with business objectives.

Lead and deliver results from complex projects with internal and external resources, aggressive time constraints and with a high speed of delivery and quality.

Develop global enablement metrics to measure and assess progress towards agreed upon goals.



Primary Responsibilities

Reports directly to the Sr Manager, Portfolio & Competitive Enablement, within the Global Enablement Organization.

  • The role is a key partner to the Region Sales Teams, Marketing, Product Teams, WW Channel Organization, and the Service organizations.
  • Continuously communicate and build relationships with the Switching & Security Stakeholders (i.e. Executive Sponsors, Field Learning Councils, etc.) to understand their requirements, focus areas and promote the value of the Global Enablement Organization.
  • Help determine and drive the content development strategy for common content offerings to support product launches, acquisitions, Global, and Regional priorities.
  • Partner with cross functional enablement teams and subject matter experts (internally and externally) to drive content development and ensure delivery meets target timeline and objectives
  • Review and maintain existing content to ensure relevance and identify opportunities to improve the overall value.
  • Organize, host and facilitate planning meetings with Field Learning Council and Stakeholders to identify, assess, and prioritize content and program development (including hands on labs) needs by utilizing interviews, surveys, and feedback.
  • Develop and execute program strategy aligned to Aruba’s big bets and addresses Stakeholder’s requirements.
  • Collaborate with and provide leadership with other development organization (i.e. Marketing, Partner Enablement, Sales Enablement) to deliver development whole offers to the Field and scalable content.
  • Domestic and International travel will be required.

Areas of Competency / Experience:

Leadership and Relationship Building:

Establish relationships, networks, and partnerships that include a broad range of people that lead to joint projects. Monitors results and outcomes verses plans and provides the rigor and control necessary to stay on course and correct deviations from the plans. Demonstrates good judgment when escalating critical issues to higher-level management if own efforts to enlist support have not succeeded.

Communications / Influence:

Effectively uses formal and informal communication to express concepts, strategies, information, to accelerate sales and increase revenue. Convincingly presents analysis and recommendations to peers and senior management.

Business / Industry Acumen:

Understands the company's business strategies, competitive environment and industry trends, and how they affect strategy and policy decisions.

Understands and continues to stay abreast the latest industry technology trends and business drivers.

Focused on “business outcomes,” an ability to articulate the business and technical benefits of Aruba’s solutions.

Program / Project Management:

Able to effectively manage multiple priorities and ensure on time and high quality delivery of all projects.

Create and maintain a well-documented plan and gather resources to accomplish the goals of the project and or program.

Skills Required:

• The ideal candidate will have 5+ years of Sales and/or Sales Management experience within a Sales or Business Development Role directly working with customers

• Industry and Technology experience in Switching (Campus, Access and Data Center Networking) & Security

• Requirement: Base knowledge of entire portfolio of Aruba products and technology

• Must exercise self-initiative, judgment and decision-making ability to select methods and techniques for obtaining solutions to the moderate complex work.

• Must be able to work independently, with little to no instruction on routine work, but receives general instruction on new assignments.

• Must have strong project planning and implementation skills, excellent oral and written communication skills.

• Must be able to exercise judgment, independence, and initiative to complete all tasks and meet deadlines.

Education / Experience:

  • Bachelor’s degree is required or 5+ years of Industry experience.

  • Experience in Education, Instructional Technology, Training and Development or related field is preferred.

  • Experience in Sales Enablement Organizations with the Hi-Tech Industry, preferred

#LI-SB


Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities. HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.

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