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Category Sales Manager

Posted 25 Mar 2024
Work experience
5 to 7 years
Full-time / part-time
Full-time
Job function
Degree level
Required language
Dutch (Fluent)

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Category Sales Manager

Amstelveen

Full-time

Hewlett Packard Enterprise (HPE) advances the way people live and work. We bring together curious minds to create breakthrough technology solutions, helping our customers make their mark on the world.

Job Family Definition:

The Category management function defines and manages the product offering, positioning, and pricing across the product life cycle of a given portfolio, guiding the direct/indirect sales teams on such product related dimensions. You are responsible to plan the business objective for a specific portfolio / workload. Acts as the lead expert in all dimensions (market knowledge, pricing, marketing, customer requirements). Communicates, briefs, supports direct and indirect sales force on product /workload strategies. Defines advertising, and demand generation priorities at strategic and tactical levels in partnership with the Marketing function.

Management Level Definition:

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

A day in the life of:

  • Create and execute your plan
  • Work in a programmatic way
  • Define demand generation priorities at strategic and tactical level.
  • Focus towards business development, solution/competitive positioning, early deal shaping and program execution and focus on pricing only for complex/strategic deals.
  • Be evangelist and guide sales on product and solution offering and pricing across the product life cycle (NPI, EOL). Ensure HPE sales and channel readiness (materials, trainings). This Includes tracking, understanding and training about competitive landscape. Ensure strong external field engagement, visibility, presence and HPE preference shaping at the partners.
  • Participate deal governance of key opportunities. Understand deal structure e.g., target price-point, technical requirements and position compared to competition. Coach sales towards winning strategy with deal shaping. Work closely with segment sales teams. Support deal pricing approvals (margin simulation / defining winning price). Execute pricing programs.
  • Demo management, invest demo systems to opportunities with highest ROI potential.
  • Work with our selected key alliances about joint go to market / activities (like Microsoft, Veeam, Scality and VMware).
  • Functional responsibility for the team in one or several areas (market analysis, marketing engagement, SF communication etc).
  • May lead a subset of the team. May lead overall engagement with one or several sales teams.

You are:

  • University or Bachelors degree in Marketing or Finance; advanced degree or MBA preferred.
  • Typically 5+ years of professional experience with a combination of Marketing, Sales, Business Planning experienced preferred.
  • Commercial and or Partner management expertise. End User Acct management as an alternative.
  • IT industry knowledge.
  • Strong network of it-resellers
  • Business planning skills, multidimensional.
  • Financial planning and modelling skills, comfortable to manage high complexity business planning and reporting.
  • Strong communication skills at senior management internally and externally.
  • Knowledge of promotional marketing processes and practices.

In November 2015, a new industry leading Fortune 500 company was launched: Hewlett Packard Enterprise.
HP split itself into two companies, HP Inc. and HPE. HP Inc. is made up of its PC and printing businesses. And HPE is comprising HP's enterprise hardware, software and services businesses. With the name Hewlett Packard Enterprise the company carries a rich legacy, where it…


In November 2015, a new industry leading Fortune 500 company was launched: Hewlett Packard Enterprise.

HP split itself into two companies, HP Inc. and HPE. HP Inc. is made up of its PC and printing businesses. And HPE is comprising HP's enterprise hardware, software and services businesses. With the name Hewlett Packard Enterprise the company carries a rich legacy, where it builds on the past and creates a brand that supports the business it’s today and projects what it will be in the future.

On the 1st of April 2017 HPE completed the spin-merge of their Enterprise services part together with CSC to the new company DXC technology. And in September 2017 also the Software part will spin-merge with Micro Focus into the world’s largest pure-play enterprise infrastructure software company. The spin-merges unlock a stronger, more focused HPE, well positioned to compete and win in today’s rapidly changing market.

Hewlett Packard Enterprise helps customers make their mark on the world with cutting-edge technology solutions. We enable our customers to transform industries, markets, and lives by optimizing their IT to be uniquely suited to their needs. We do this by making Hybrid IT simple, powering the Intelligent Edge, and providing the Expertise to make it happen. Our customers' challenges inspire us to advance technology and create solutions -their success is our success.

IT
Amstelveen
65,000 employees

What employees are saying

Carlijn van Berlo

Human Resources Generalist

Carlijn van Berlo

#Working@HPE
In de afgelopen 2,5 jaar dat ik voor HPE werk heb ik al veel interessante rollen gehad binnen de HR organisatie. De eerste 8 maanden heb ik administratieve taken gedaan en aan interessante projecten gewerkt zoals het opzetten van het HPE Cultuur Project, het stageprogramma en de…

Aygun Alieva

Account Manager Barcelona

Aygun Alieva

#Working@HPE Ik ben een jaar geleden bij Hewlett Packard Enterprise (HPE) begonnen als Opportunity manager. De eerste zeven maanden heb ik veel contact gehad met onze grootste partners en vooral geleerd hoe ik een band moet creëren met deze partners via de telefoon om vervolgens verschillende opportunities…