[Hiring] Federal Commercial Account Manager @Hewlett Packard Enterprise

Role Description

We are seeking an experienced Federal Commercial Account Manager to serve as the overall account lead and single point of contact for a portfolio of large to small named U.S. Air Force and Space Force accounts. In this role, you will develop a deep understanding of the customer’s key business and IT challenges and requirements, with a focus on driving value for their programs while maximizing revenue and margin for HPE. You will sell across networking, security, data center, and wireless solutions, with an emphasis on growing the existing business, developing complex solutions, and identifying new business opportunities. As a hunter, you will leverage relationships with customers, partners, and Federal Systems Integrators (FSIs) to expand into new account spaces, while working closely with presales account teams, engineers, and the Air Force Regional Manager.

This is a customer-facing role that primarily takes place outside of HPE offices and requires approximately 50% or more travel. Candidates located in the Western U.S. are preferred, with Colorado, California, and Ohio identified as priority locations; however, qualified candidates across the U.S. may be considered.

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 sale.
• Significant percentage of time spent directly with customer and integrators; interfaces with all levels within customer organization; highly diverse set of functions and buyers; focus in on management level.
• Develops business plan in conjunction with customers in assigned accounts.
• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
• 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.
• 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

• University or Bachelor's degree desired, can substitute experience for degree.
• Detailed knowledge of key customer types or customers on given products.
• 5 years' experience selling to Air Force and/or Space Force customers.
• Overall 8 years' experience selling in Federal/DoD.
• Secret Clearance desired, or ability to obtain clearance.

Requirements

• Must have good time management skills.
• Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs; particularly considering the specific industry/market.
• Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale.
• High level customer management relationship building, working at management and executive level in lines of business.
• Partner organization intelligence aligned with partner management skills.
• Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results.
• Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.
• Knowledge of the company's breadth of solutions and engages specialist resources as needed.
• 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.
• Sells across platform and specialty.
• Ability to provide accurate quarterly forecasts.

Benefits

• Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.
• Personal & Professional Development: Specific programs catered to helping you reach any career goals you have.
• Unconditional Inclusion: A commitment to creating an inclusive environment where varied backgrounds are valued.