[Hiring] Federal Enterprise Account Manager @Hewlett Packard Enterprise

Role Description

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

Manages several large US Navy accounts, primary responsibility area is NAVAIR. Understands the customer’s IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE’s strategy. Drives business performance for all HPE BUs and manages the portfolio mix to optimize profitability of the account. Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business. Develops and engages with the extended partner ecosystem to maximize HPE’s presence in the account. Constantly develops information technology industry knowledge to position HPE’s portfolio in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer’s advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond.

This role will be supporting a Federal customer, so does require US citizenship. Due to the responsibilities of this role, Active Federal Security Clearance is preferred, but candidates must have the ability to obtain a clearance, if they do not presently have an active one.

Responsibilities

• Articulates a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions.
• Influences the decision-making of customer executives including the C-level through credibly describing the value of HPE's solutions and their relevance to the customer's priorities.
• Positions HPE strategy and solutions in such a way that the customer sees that HPE is critically important to their business in the short, medium, and long term.
• Independently builds a compelling business value framework for the customer.
• Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio.
• Continuously accelerates growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer.
• Actively engages with the customer to identify opportunities, starting from the higher levels of the customer organization.
• Translates customers' business challenges and goals into IT opportunities in a compelling way.
• Proactively ensures a strong and rightsized pipeline funnel from the account team.
• Drives deals of high complexity and size to closure through managing a multi-disciplinary team, including partners.
• Develops and maintains comprehensive view of the partner landscape in the accounts.
• Constantly develops and updates expertise in IT technology.
• Actively builds, develops and leads the extended account team.
• Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience.
• Fully owns the development and execution of a comprehensive account business plan for defined accounts.

Qualifications

• 6+ years of sales in an enterprise environment.
• 3+ years of successful sales experience hunting net new business and white space.
• 5+ years of military experience with NAVAIR or selling to this customer.
• 5+ years experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge desired.
• Active Government Security clearance preferred, must be eligible for Security Clearance if you do not have.
• Proven history of managing and exceeding quotas in Sales roles.
• Experience in IT industry.
• Experience dealing with Federal funding and contracting processes.

Skills Needed

• Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
• Strategic Planning: Exceptional at articulating a vision for the future and a path to achieve it in an account business plan.
• Sales Execution: Able to efficiently deliver on short term sales engagements and objectives.
• Continuous Learning: Continuously and actively pursues own learning, and shares knowledge with team members.
• IT Industry Acumen: Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends.
• HPE Portfolio Knowledge: Builds and continually updates a comprehensive understanding of HPE products, solutions, and service offerings.
• Team Leadership: Highly skilled at leading teams successfully through sales engagements in a complex matrix organization.
• Network/Relationship Building: Highly skilled in creating strong professional relationships across all levels of the organizations.
• Two-way communication: Able to listen actively to understand the perspectives of others.
• Influencing and Negotiating: Understands and expertly leverages influencing and negotiation techniques.
• Business Acumen: Understands how different parts of a business interoperate to produce business outcomes.
• Operational Excellence: Consistently able to show predictability and operational excellence.
• Integrity: Acts with integrity throughout complex situations even if under pressure.
• Vertical/Industry Knowledge Preferred: Understands the customer's industry landscape.
• Consulting: Can synthesize a number of skills and relevant knowledge to guide the customer.

Impact/Scope

• Typically manages many accounts representing moderate to high revenue for HPE.
• Typically qualifies and closes large deals of moderate to high complexity and cross-BU scope.
• Works with all levels of decision-makers in the customer organization, including C-Level.
• Orchestrates regional pursuit resources for the account.

Complexity

• Leads highly complex sales engagements, project management and coordination to meet customer deadlines.
• Typically oversees engagements with cross-BU portfolio solutions.

Benefits

• Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial and emotional wellbeing.
• Personal & Professional Development: 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.