[Hiring] Federal Account Manager- Air Force & Space Force - Hunter @HPE

Role Description

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

Serves as the overall account lead (single point of contact) for numerous, large to small named Air Force and Space Force accounts in an assigned country, geographic territory and/or industry; understands the Air Force key business and IT challenges and requirements and is focused on driving value for the programs, while maximizing revenue and margin for the company. Specializes in a value or volume specialty (networks, security, data center, wireless) with focus on growing the base business, complex solutions, and new business opportunities. Accounts may be managed remotely. Is supported primarily by presales account teams, engineers, and the Air Force Regional Manager. This job focuses on selling to customers, typically through work that occurs outside HPE offices.

• Travel is required, typically averaging around 50%.
• Preferred locations are within driving distance of San Antonio, TX, or Colorado Springs, CO.
• Role is open to US citizens that are located within the continental US, that have at least a Secret government issued security clearance or the ability to obtain Secret government issued security clearance with HPE support within a reasonable timeframe.
• Due to the responsibilities and requirements of the role, the position does require US citizenship.

Responsibilities

• Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
• Extensive time working with and leveraging external partners and systems integrators to deliver solution sales.
• Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level and key decision makers.
• Develops business plan in conjunction with customers in assigned accounts. Brief business plan each quarter to HPEN management.
• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company including expansion of existing HPEN accounts and hunting for new account opportunities.
• Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
• Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
• Enters all opportunities in pipeline tool and updates them weekly. Recommends and Implements industry leading Pipeline management practices and accurate quarterly forecasts.
• Ability to implement margin recovery activities/strategies.
• Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect).

Qualifications

• 10+ years sales experience across Federal.
• 5+ years of direct sales experience working with Air Force and Space Force.
• Secret Clearance desired, Top Secret preferred.
• University or Bachelor's degree desired; in lieu of Bachelor's degree, 15 years total sales experience in Federal.

Knowledge and Skills

• Has good leadership skills and cross functional expertise.
• Must have good time management skills.
• Ability to coordinate multiple internal and external partners/integrators on multiple levels to deliver appropriate solution sale.
• High level customer management relationship building, working at management and decision makers level in lines of business to grow existing accounts, and hunt for new opportunities.
• Advanced sales negotiation, and deal closing skills.
• Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results with accurate forecasting.
• Expertise in managing end-to-end sales processes in large deals.
• Ability to understand the customer's business issues and translate to the company's solutions.
• Ability to prioritize and drive strategic sales activity on a complex solution basis.
• Excels in competitive selling skills.
• Ability to provide accurate quarterly forecasts.

Additional Skills

• Accountability
• Active Learning
• Active Listening
• Assertiveness
• Building Rapport
• Coaching
• Complex Sales
• Creativity
• Critical Thinking
• Cross-Functional Teamwork
• Customer Experience Strategy
• Design Thinking
• Empathy
• Financial Acumen
• Follow-Through
• Growth Mindset
• Identifying Sales Opportunities
• Industry Knowledge
• Intellectual Curiosity
• Long Term Planning
• Managing Ambiguity

Benefits

• Health & Wellbeing: We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
• Personal & Professional Development: We invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have.
• Unconditional Inclusion: We are unconditionally inclusive in the way we work and celebrate individual uniqueness.