How challenging is it to meet sales targets as a new Account Executive at Hewlett Packard Enterprise (HPE)?

Question

Accepted Answer

This year the targets have become alot more achievable in the compute space, this is due to the business wanting to aggressively drive compute sales, for example my compute number went from £5m to £2m, we did lose half of our accounts however a smaller patch and a smaller number helps us to be more strategic.

Answer

It honestly depends on the territory. I can be easier in a commercial role where you manage 1000+ accounts. In that role your channel partners will close 60% of your business, then will need a big deal or two to get to your number.

In an enterprise role this can be much harder, again depending on the territory. In enterprise you will cover around 60 accounts a lot of them being white space you will need at least one deal over $800K to get near your number.

They did just go through a large re-organization so they may adjust quotas to be more attainable in FY24.

Answer

HPE is turning into an operations company and sales is taking the hit. Harder and harder to maximize the sales plan as quotas keep getting more unreasonable and comp plan has shifted in favor of HPE if you overachieve past 140%. Most reps finish between 80-110%, which is where corporate likes it.

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Anonymous Q&A

How challenging is it to meet sales targets as a new Account Executive at Hewlett Packard Enterprise (HPE)?