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 overseeing U.S. Air Force and U.S. Space Force accounts.

• Create and implement regional sales strategies aimed at achieving and surpassing revenue, quota, and profitability targets.

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

• Identify, qualify, and pursue new business prospects while expanding HPE's presence within current accounts.

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

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

• Collaborate with presales engineers, technical specialists, product teams, and executive leadership to provide customer-focused solutions.

• Spearhead regional strategies for networking modernization initiatives across campus, data center, wireless, security, and edge networking.

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

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

• Drive revenue growth and assist customer modernization initiatives across U.S. Air Force and U.S. Space Force accounts.

⛳️ 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 of leadership experience managing quota-carrying sales professionals or equivalent leadership experience from military or corporate settings.

• A proven track record of achieving revenue growth and leading teams in complex environments.

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

• Demonstrated ability to handle large, strategic opportunities involving multiple stakeholders and extended sales cycles.

• Capability 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 working alongside Federal Systems Integrators and strategic partners supporting DoD.

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

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

• Prior military service or experience with military and defense customers is desirable.

• 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.

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

• Excellent communication, presentation, negotiation, and strategic planning skills.

• Ability to perform effectively in a fast-paced environment while managing a geographically dispersed territory.

• Willingness and ability to travel up to 50%.

🏝️ Benefits

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

• Personal and professional development programs.

• Flexible management of work and personal needs.

• An inclusive and accessible workplace.

• Reasonable accommodations provided during the application or interview process.