Regional Sales Manager – US Navy, Marine Corps

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Oversee, mentor, and nurture a team of seven Territory Managers dedicated to U.S. Navy and Marine Corps accounts.

• Formulate and implement regional sales strategies to meet revenue, quota, and profitability targets.

• Propel sales execution through effective pipeline management, account planning, opportunity qualification, forecasting, and quarterly business reviews.

• Discover and pursue new business prospects while expanding HPE’s presence within current accounts.

• Aid in complex sales scenarios, customer negotiations, and the strategic execution of deals.

• Cultivate relationships with senior military leaders, government representatives, channel partners, and Federal Systems Integrators.

• Collaborate with presales engineers, technical specialists, product teams, and executive management.

• Direct the regional strategy for networking modernization projects across campus, data center, wireless, security, and edge networking.

• Recruit, guide, and retain sales talent while promoting a high-performance culture.

• Analyze regional business performance, operational metrics, and investment priorities.

• Travel up to 50% in this customer-facing leadership role.

⛳️ Requirements

• A Bachelor's degree is required; an advanced degree is preferred.

• A minimum of 7 years of enterprise technology sales experience, specifically with substantial experience supporting Department of Defense clients.

• At least 3 years of leadership experience managing quota-carrying sales professionals or equivalent leadership experience from military or corporate settings.

• A proven history of driving revenue growth and leading teams in complex environments.

• Experience in selling enterprise networking, cybersecurity, cloud, or infrastructure solutions.

• Demonstrated capability to manage large, strategic opportunities involving multiple stakeholders and lengthy sales cycles.

• Ability to obtain and retain a U.S. Government security clearance; an active clearance is preferred.

• Experience in supporting U.S. Navy, U.S. Marine Corps, NAVWAR, NIWC Atlantic, NIWC Pacific, or other Department of Defense entities.

• Familiarity with Federal Systems Integrators and strategic partners in support of DoD.

• Knowledge of federal procurement processes, acquisition programs, and contract vehicles.

• Experience applying structured sales methodologies like MEDDPICC or similar enterprise sales frameworks.

• Prior military service or experience collaborating with military and defense clients is a plus.

• Strong understanding of the Department of Defense's information technology and defense acquisition landscape.

• Knowledge of enterprise networking technologies, encompassing routing, switching, wireless, network security, software-defined networking, and cloud connectivity.

• Excellent skills in pipeline management, forecasting, territory planning, and business development.

• Capability to lead cross-functional teams and coordinate resources across sales, engineering, services, partners, and executive leadership.

• Executive presence and the ability to establish credibility with senior military leaders, acquisition officials, and industry executives.

• Exceptional communication, presentation, negotiation, and strategic planning abilities.

• Ability to function effectively while managing a geographically dispersed territory.

• Willingness and capability to travel up to 50%.

🏝️ Benefits

• Comprehensive benefits supporting physical, financial, and emotional wellbeing.

• Opportunities for personal and professional development.

• Flexible work arrangements to balance work and personal commitments.

• Remote/teleworker work options available.

• Reasonable accommodation during the application or interview process.