Federal Account Manager - Financial Services

Hewlett Packard Enterprise•All, Virginia, United States of America, WV

11d•$146,000 - $343,000•Remote

About The Position

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home. 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. Serves as the overall account lead (single point of contact) for United States Federal Agencies and Departments, Federal System Integrators (FSIs) and Partner Resellers; Specializes in growing and maintaining the Federal lease and finance business while actively hunting and achieving growth with new clients in the assigned accounts/agencies. Understands a client’s key business and IT challenges and requirements and is focused on creating and aligning leasing, financing, and asset management solutions to meet customer needs while maximizing revenue and margin for the company. Will work collaboratively with and build ongoing relationships with HPE Federal sales teams responsible for the sale of HPE Compute and High Performance Compute (HPC), Networking, Storage and Software, HP INC Federal Sales team (Workplace assets) and key federal partners in their to source, understand and close federal transactions. Will work closely with Credit, Operations and Legal to close and oversee the continuing customer relationship. This role focuses on selling to customers, typically through work that occurs outside HPE offices.

Requirements

University or Bachelor's degree.
Detailed knowledge of key customer types or customers on given products.
Viewed as expert in company; sought out by other Sales Representatives and/or first level managers for input.
Typically 6-12 years of experience as referenced above.
Industry experience required – federal sales / leasing / public sector sales
Experience in product specialty (computers, printers, servers, storage).

Nice To Haves

Knowledge of federal government financing / federal government agencies / Federal Acquisition Regulations
Understanding of leasing/accounting pricing and concepts
Significant sales experience
Consultative Selling skills
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.
High 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.

Responsibilities

Build 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 customers/partners/HPE and HPI federal sales; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level.
Understand US Federal appropriations, budgeting and buying practices
Develop business plans in conjunction with customer/partner.
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 profit margin.
Enters all opportunities in the SalesForce 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).