Regional Sales Manager – USAF, USSF

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

📋 Description

• Lead, mentor, and develop a team of seven Territory Managers who support U.S. Air Force and U.S. Space Force 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.

• Identify and pursue new business ventures while expanding HPE's presence within existing accounts.

• Assist in complex sales opportunities, customer negotiations, and the execution of strategic deals.

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

• Collaborate with presales engineers, technical experts, product teams, and executive leadership.

• Lead the regional strategy for networking modernization initiatives across 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.

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

⛳️ Requirements

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

• At least 7 years of enterprise technology sales experience, with substantial experience supporting Department of Defense customers.

• Minimum of 3 years in a leadership role managing quota-carrying sales professionals or equivalent leadership experience from military or corporate organizations.

• 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.

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

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

• Familiarity with Federal Systems Integrators and strategic partners supporting the DoD.

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

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

• Previous military service or experience working with military and defense customers is advantageous.

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

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

• Excellent 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.

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

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

• Capacity 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 that support physical, financial, and emotional wellbeing.

• Opportunities for personal and professional development.

• Flexible work arrangements and management of personal needs.

• An inclusive workplace environment.

• Employee benefits available in the U.S.