DoD Account Manager

Hewlett Packard Enterprise • Columbia, TX

1d • Remote

About The Position

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE. This role serves as an account manager selling mission solutions to DHA in their geographic locations. The individual will understand DHA key business and IT challenges and requirements, focusing on driving value for DHA while maximizing revenue and margin for HPE Networking. The role focuses on selling Data Center, Security, Campus Switching and Wireless, Routing, and SD-WAN, with an emphasis on growing the base business, complex solutions, and new business opportunities. Accounts may be managed both in person and remotely. The job involves selling to end customers and working through partners at various DHA locations throughout the United States. As an expert, this role applies advanced subject matter knowledge to solve complex business issues, frequently contributing to new ideas and methods. It involves working on complex problems requiring in-depth evaluation of multiple factors, leading or providing expertise to functional project teams, and potentially participating in cross-functional initiatives. The individual acts as an expert providing direction and guidance for process improvements and policy establishment, frequently representing the organization to external customers/clients. Significant independent judgment is exercised to determine the best methods for accomplishing work and achieving objectives, and the role may involve mentoring and guiding lower-level employees.

Requirements

• Proven success in meeting or exceeding quota into the Federal/DoW vertical selling Data Center, Security, Campus switching and wireless, routing, and/or SD-WAN solutions.
• 8+ years of experience selling into the US Federal/Department of War vertical.
• 8+ years selling network products/solutions to include Data Center, Security, Campus Switching and Wireless, Routing, SD-WAN and Hybrid Cloud environments.
• US Federal Industry experience required.
• University or Bachelor's degree preferred.
• Has good leadership skills and cross functional expertise.
• 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.
• Hi level customer management relationship building, working at management and executive level in lines of business.
• Partner organization intelligence aligned with partner management skills.
• 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.
• Expertise in managing end- to-end sales processes in large deals.
• 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.

Nice To Haves

• Proven results selling into Federal/DHA preferable.
• Experience selling network solutions based upon Artificial Intelligence technologies preferable.

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 to deliver solution sale.
• Significant percentage of time spent directly with DoW/DHA customer; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level.
• Develops business plan in conjunction with customer.
• 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.
• Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
• Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect).

Benefits

• Comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
• Programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
• Unconditionally inclusive in the way we work and celebrate individual uniqueness.
• Flexibility to manage our work and personal needs.
• Health & Wellbeing
• Personal & Professional Development
• Unconditional Inclusion

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 5,001-10,000 employees