Enterprise Account Manager, Expansion - Department of State

Hewlett Packard Enterprise • Columbia, MD

11d • 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.

Hewlett Packard Enterprise (HPE) is seeking a highly motivated Account Manager to drive net-new business growth across the Department of State. This role focuses on penetrating whitespace accounts, acquiring new logos, and expanding HPE’s presence across Department of State (DoS) components by leading with innovative solutions across AI, hybrid cloud, high-performance computing, networking, storage, and mission-critical infrastructure. The ideal candidate is a strategic seller with a proven track record of breaking into large federal accounts, navigating complex acquisition environments, and orchestrating cross-functional teams to win transformational opportunities.

Requirements

• Bachelor’s degree or equivalent professional experience.
• 6+ years of enterprise technology sales, with significant experience selling to the Department of State.
• Proven “hunter” experience acquiring net-new logos and expanding whitespace accounts.
• Demonstrated success selling complex infrastructure or platform solutions (AI, cloud, HPC, networking, storage, or data platforms).
• Experience navigating federal procurement vehicles, acquisition processes, and contracting environments.
• Proven ability to construct and close multi-million-dollar opportunities in complex federal environments.
• Experience working with channel partners and federal system integrators to expand market reach.
• Ability to build and execute strategic pursuit plans from pipeline development through deal closure.
• Strong hunter mindset with demonstrated ability to break into new federal organizations.
• Ability to develop strategic account plans and competitive win strategies.
• Experience navigating complex matrix organizations internally and within federal agencies.
• Skilled at executive engagement with mission leaders, program offices, and acquisition teams.
• Understanding of the DoS mission and organizational structure.
• Knowledge of enterprise infrastructure solutions including AI, hybrid cloud, HPC, networking, storage, and data platforms.
• Familiarity with federal systems integrators and partner ecosystems supporting DoS programs.
• Familiarity with DoS acquisition process, contract vehicles, and reseller/integrator ecosystem.
• Experience selling into DoS Headquarters and/or related organizations.
• Self-motivated, entrepreneurial mindset with strong accountability for outcomes and ability to work well within the DoS team.
• Excellent communication and executive presentation skills.
• Ability to lead cross-functional pursuit teams in complex deal environments.
• Accountability
• Accountability
• Active Learning
• Active Listening
• Assertiveness
• Bias
• Building Rapport
• Buyer Personas
• Coaching
• Complex Sales
• Creativity
• Critical Thinking
• Cross-Functional Teamwork
• Customer Experience Strategy
• Customer Interactions
• Design Thinking
• Empathy
• Financial Acumen
• Follow-Through
• Growth Mindset
• Identifying Sales Opportunities
• Industry Knowledge
• Intellectual Curiosity (Inactive)
• Long Term Planning
• Managing Ambiguity

Responsibilities

• Acquire net-new Department of State customers and penetrate whitespace opportunities across DoS components and mission organizations.
• Develop and execute strategic account plans that drive pipeline creation, competitive displacement, and long-term account expansion.
• Lead complex federal pursuits by aligning HPE’s portfolio (AI, HPC, hybrid cloud, storage, networking, services) with DoS mission priorities.
• Build executive relationships with DoS decision makers, program leaders, and acquisition stakeholders.
• Orchestrate internal teams and partners including engineering, specialists, system integrators, and channel partners to win strategic deals.
• Drive pipeline growth and deal closure through disciplined opportunity management and federal procurement strategy.
• Represent HPE as a trusted advisor helping DoS modernize infrastructure supporting national security, cyber defense, data analytics, and mission operations.

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 also 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 — whether you want to become a knowledge expert in your field or apply your skills to another division.
• Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level