Sue Preston – Leading global sales excellence

In the fast-paced world of enterprise technology, successful sales leadership requires a unique blend of global perspective, cultural intelligence, and innovative methodologies. 

In this discussion with Keely Portway, Sue Preston, Vice President and General Manager of Advisory and Professional Services at Hewlett Packard Enterprise, shares her insights on driving sales excellence across eight global regions.

From implementing the Challenger sales methodology to building winning cultures that transcend geographical boundaries, Sue’s approach offers invaluable lessons for sales leaders navigating today’s complex, technology-driven marketplace.

Key Areas of Discussion with Sue Preston, Vice president and general manager of Hewlett Packard Enterprise:

• Navigating cultural differences and market dynamics across eight geographical regions while building cohesive, high-performing international teams. 
• Challenger Sales Methodology: Implementing the “teach, tailor, take control” approach to drive constructive tension and deliver customer insights that truly matter to business outcomes. 
• Strategic Market Simplification: Focusing go-to-market strategies around three core pillars: Data & AI, Cloud Platform modernisation and virtualisation, and IT sustainability services with sustainable data centre modernisation. 
• Customer Success Philosophy: Balancing new customer acquisition with retention excellence through the “sell well, deliver well” approach that turns customers into brand ambassadors. 
• Building Winning Cultures: Creating environments where teams win together, lose together, and embrace the “fail fast, learn and improve” mindset across global operations. 
• Continuous Learning in Tech: Strategies for keeping sales teams current with rapidly evolving technology, from AI to cybersecurity, while building confidence to engage in new solution areas. 
• Diversity & Tech Leadership: Championing gender diversity in technology and encouraging the next generation of women to pursue tech careers through mentorship and advocacy. 
• Recognition and Team Motivation: The power of acknowledgment in sales performance, from monthly community calls to participating in industry awards as both nominee and judge.

About Sue Preston:

Sue Preston is the Worldwide Vice President and General Manager for Advisory and Professional Services at Hewlett Packard Enterprise, where she drives global teams across sales and pre-sales operations spanning eight geographical regions. With a career that began in recruitment, Sue has evolved into a technology leader who champions innovation, cultural intelligence, and customer-centric excellence. 

As a passionate advocate for diversity in technology, Sue serves on the Tech UK board, working to create pathways for women to enter and thrive in tech careers. Her approach moves beyond the traditional “what’s keeping you awake at night?” questioning to deliver genuine industry insights that drive constructive business conversations.

Her global leadership style involves deep cultural immersion, spending time with teams and customers across different regions to understand unique market dynamics, negotiation styles, and decision criteria.

This hands-on approach enables her to adapt strategies effectively across diverse geographical markets while maintaining consistent service excellence. Sue is also a judge for the National Sales Awards, as part of her drive to champion recognition and development within the sales community.

Her philosophy of “find your cheerleaders, build your network, and push yourself outside your comfort zone” has inspired professionals to achieve beyond their perceived limitations. She advocates for continuous learning through various channels, from analyst relationships to business podcasts, ensuring she stays current with industry trends and emerging technologies.