Regional Sales Manager – USAF, USSF

This is a fully remote position, open to applicants in California, +5 more states.

📋 Description

• Lead, mentor, and cultivate a team of seven Territory Managers responsible for the U.S. Air Force and U.S. Space Force accounts.

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

• Drive sales performance through effective pipeline management, account planning, opportunity qualification, forecasting accuracy, and quarterly business evaluations.

• Identify, qualify, and pursue new business opportunities while broadening HPE’s presence within existing accounts.

• Assist in complex sales opportunities, customer negotiations, and strategic deal execution within networking environments.

• Establish and nurture relationships with senior military leaders, government stakeholders, channel partners, and Federal Systems Integrators.

• Collaborate with presales engineers, technical experts, product teams, and executive leadership to provide solutions that align with customer needs and mission objectives.

• Direct regional strategy for networking modernization initiatives, covering campus, data center, wireless, security, and edge networking.

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

• Monitor regional business performance, operational metrics, and investment priorities to support sustainable growth and market expansion.

⛳️ Requirements

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

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

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

• A proven history of achieving 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 extended sales cycles.

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

• Experience supporting U.S. Air Force, U.S. Space Force, NATO, or other Department of Defense organizations.

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

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

• Experience implementing structured sales methodologies such as MEDDPICC or similar enterprise sales frameworks.

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

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

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

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

• Capability to operate effectively in a fast-paced environment while managing a geographically dispersed territory.

• Willingness and ability to travel up to 50%.

🏝️ Benefits

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

• Personal and professional development programs.

• Flexible work arrangements and personal needs management.

• An inclusive workplace.

• Remote/teleworker work arrangement.