HPE Networking - Sales Engineering Manager, Commercial

About this role

HPE Networking - Sales Engineering Manager, Commercial   

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

The Presales Consulting Manager   for Commercial   leads a team of   inside   Presales Engineers supporting   the Commercial   Sales organization focused on Small and Medium Business (SMB) and Mid-Market customers   in an inside sales operating model .  

This role partners closely with Sales leadership to align technical resources with business priorities, pipeline opportunities, customer needs, and growth initiatives. The manager   is responsible for   people   leadership, technical sales execution, resource management, talent development, and operational excellence .  

Operating within a high-volume Commercial environment, the manager develops scalable Presales coverage through a combination of direct technical engagement, repeatable sales motions, partner leverage, digital engagement, automation, and AI-assisted selling.  

The successful candidate combines technical credibility with strong business and   people   leadership and   is capable of operating   as a trusted partner to Sales while developing a high-performing Presales organization.  

Responsibilities  

Business & Sales Execution  

• Lead Presales coverage across assigned SMB and Mid-Market sales teams, territories, and opportunities.  

• Partner with Inside Sales leadership on pipeline development, opportunity prioritization, territory planning, and technical sales strategy.  

• Align Presales capacity and resources with business priorities, customer demand, pipeline potential, and opportunity complexity.  

• Coach the team on discovery, consultative selling, competitive positioning, solution design, and communicating technical and business value.  

• Participate directly in selected strategic, competitive, or technically complex opportunities where management involvement can influence the outcome.  

• Identify   and remove technical barriers that could delay opportunities and help uncover new use cases and cross-portfolio opportunities.  

• Use business and operational data to continuously improve coverage, productivity, resource   utilization , and technical cost of sale.  

People Leadership & Development  

• Lead, coach, and develop Presales Engineers across technical, business, customer-facing, and consultative-selling competencies.  

• Establish clear expectations for performance, customer engagement, technical execution, collaboration, and professional development.  

• Conduct regular coaching, performance management, career development, and skills assessments.  

• Identify   skill gaps and implement development plans aligned with evolving technologies and business requirements.  

• Recruit, onboard, develop, and   retain   Presales talent.  

• Develop emerging leaders and create career pathways into senior Presales,   specialist , field,   channel , and leadership roles.  

• Foster a culture of accountability, collaboration, technical curiosity, customer focus, and continuous learning.  

Scalable Presales Execution  

• Develop repeatable Presales motions   appropriate for   a high-volume Commercial business.  

• Establish scalable approaches to discovery, demonstrations, solution design, configurations, proposals, proof-of-concepts, and technical validation.  

• Determine   when opportunities require direct Presales engagement versus partner-led, specialist, digital, self-service, or automated support.  

• Drive adoption of AI, automation, digital selling, and productivity tools that increase Presales capacity and improve customer and seller experience.  

• Promote creation and reuse of reference architectures, demonstrations, technical content, competitive guidance, and best practices.  

• Continuously   identify   opportunities to increase Presales-influenced revenue and customer coverage while   maintaining   an efficient technical cost of sale.  

Customer, Partner & Cross-Functional Leadership  

• Build trusted relationships with key customer and partner technical stakeholders.  

• Participate in strategic customer engagements, escalations, competitive opportunities, workshops, and technical events when   appropriate .  

• Collaborate with Channel and Partner Presales teams to extend technical reach and enable partner-led execution.  

• Partner across Sales, Specialists, Product Management, Business Units, Marketing, Customer Success, Services, and other technical organizations.  

• Represent Commercial field requirements and provide feedback on recurring customer needs, competitive trends, product gaps, and opportunities for improvement.  

Success Measures  

Success is measured through a combination of business results, Presales effectiveness, operational efficiency, and people development, including:  

• Contribution toward assigned sales quota and revenue growth.  

• Presales-influenced pipeline and revenue.  

• Pipeline progression and technical win rates.  

• New-logo and whitespace opportunity support.  

• Presales coverage, productivity,   utilization , and technical cost of sale.  

• Adoption of repeatable, digital, automated, and partner-led sales motions.  

• Customer, partner, and Sales stakehol

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