Matt Rice

About Matt Rice

I lead a 12-person mid-market sales team at HPE Aruba focused on net-new business across networking and SASE security - ZTNA, SWG, CASB, DLP, SD-WAN, and NAC.My job is building the operating cadence and then coaching reps to run it: pipeline inspection, deal reviews with stage exit criteria, forecast discipline, call coaching, territory planning, and hiring. I built this from scratch when we launched the mid-market segment - playbook, onboarding, qualification standards, metrics-driven execution.We sell into IT leaders, CISOs, CIOs, and mid-market decision makers. Complex sales cycles, multi-stakeholder engagement, and cross-functional execution with Sales Engineering and channel partners.I use AI to sharpen GTM - faster account research, tighter personalization, stakeholder mapping. Not as a gimmick. As an operating advantage.Before this: Channel Sales Manager at HPE Aruba running a nine-figure channel P&L across 12 account managers and a network of VARs. Before that: P&L leadership at Arch Telecom and Wireless Advocates (District Manager of the Year, Presidents Club 4x).Domain: campus switching, wireless (Wi-Fi 6/6E/7), SD-Branch, wired infrastructure, SASE, SSE, Zero Trust, ZTNA, SWG, CASB, DLP, SD-WAN, NAC, cloud security, network security, compliance (NIST, CMMC, FedRAMP).Methodology: SPIN Selling, Conceptual Selling, consultative/value-based selling, Mutual Action Plans, MEDDPICC-aligned deal qualification.Tools: Salesforce, LinkedIn Sales Nav, ZoomInfo, 6sense, Claude Code, Perplexity.

Experience

1. Sales Manager (Mid-market)

   HPE Aruba Networking

   Nov 2021 — Present · Portland, OR, US

   First-line sales leader managing 12 account managers in a net-new mid-market motion across networking and SASE security. Built the segment playbook, operating cadence, and qualification standards from scratch.Our team sells networking infrastructure alongside SASE/SSE security solutions - ZTNA, SWG, CASB, DLP, SD-WAN - to CISOs, CIOs, and IT leaders in mid-market accounts- Quota attainment: 116%(2022), 138%(2023), 107%(2025)- Coached and developed reps through structured 1:1s, call coaching, and deal strategy - mentored multiple reps into senior and strategic roles- Applied AI to sharpen prospecting and qualification - better account research, tighter personalization, faster stakeholder mapping- Built the operating system: pipeline inspection, deal reviews, stage exit criteria, forecast rhythm, call coaching, territory planning- Partnered with Sales Engineering for repeatable technical validation and demo execution- Aligned with channel partners to increase partner-assisted pipeline on complex opportunities- Multi-stakeholder deal strategy from IT Director to C-suite on key accounts

Skills

• Business Development
• Sales
• Motivation
• Organizational Effectiveness
• Sales Management
• Communication
• Leadership
• Sales Process
• Sales Operations
• Customer Retention
• Recruiting
• Customer Service
• Teamwork
• Strategic Planning
• Hands-on Training
• Merchandising
• Direct Sales
• Relationship Building
• Interviews
• Team Leadership
• Building Relationships
• Team Building
• Time Management
• Wireless
• Hiring
• Cold Calling
• Customer Satisfaction
• Customer Experience