Federal Civilian Account Manager – FAA & Commerce
About The Position
The Federal Civilian Account Manager identifies and develops whitespace opportunities across the Federal Civilian market, focused on the US Department of Commerce or the Federal Aviation Administration (FAA). The role expands HPE’s presence through strategic pipeline development, competitive displacement, capture acceleration, and early pursuit shaping. It requires a strategic seller able to develop opportunities in large federal organizations, navigate complex acquisition environments, and coordinate cross-functional teams on transformational pursuits. The position supports the Federal Government and requires US citizenship. The role primarily works from home, with regular customer visits in the DC area and travel to parts of Maryland, New Jersey, and Oklahoma. Travel may reach 50%. The account manager works with sales specialists and other HPE teams to position solutions across storage, networking, and compute, and coordinates with partners and technical teams throughout the federal acquisition lifecycle.
Requirements
- At least 5 years of enterprise technology sales experience, with strong exposure to the Federal Civilian space and a focus on the Department of Commerce or FAA.
- US citizenship.
- Demonstrated experience developing new opportunities and expanding within complex federal organizations.
- Demonstrated success supporting strategic opportunities involving infrastructure or platform solutions such as AI, HPC, hybrid cloud, networking, storage, or data platforms.
- Experience navigating federal procurement vehicles and acquisition processes in the Federal Civilian space, particularly for the Department of Commerce or FAA.
- Experience working with federal system integrators, consulting partners, and channel ecosystems.
- Ability to collaborate in a team environment and contribute to coordinated account strategies across large organizations.
- Comfort visiting customer sites for meetings.
- Ability to travel up to 50%.
- Bachelor’s degree or equivalent professional experience.
- Strong customer-first mindset and ability to identify and develop opportunities collaboratively.
- Ability to support strategic pursuit planning and competitive win strategies in complex environments.
- Skill engaging senior government leaders, program executives, and technical stakeholders.
- Ability to navigate complex internal and external matrix environments.
- Ability to drive and navigate purchases greater than $5 million.
- Knowledge of enterprise infrastructure technologies, including AI, hybrid cloud, HPC, networking, storage, and data analytics platforms.
- Familiarity with federal integrators and partner ecosystems.
- Excellent communication and executive presentation skills.
- Self-driven and entrepreneurial mindset, with strong ownership of pipeline and outcomes.
- Ability to work in a team and lead cross-functional teams across sales, engineering, partners, and services to support complex pursuits.
Responsibilities
- Identify, develop, and grow opportunities across the Federal Civilian space.
- Position cross-functional solutions encompassing storage, networking, and compute.
- Collaborate with sales specialists across HPE disciplines.
- Support the development and execution of expansion strategies.
- Create pipeline by identifying new programs, initiatives, and modernization efforts.
- Shape and accelerate early-stage pursuits and capture efforts, including competitive displacement opportunities and emerging programs.
- Coordinate internal resources, partners, and technical teams to advance strategic opportunities through the federal acquisition lifecycle.
- Coordinate with the segment lead and account team to align with existing customer engagements, relationships, and strategic pursuits.
- Build relationships with program leaders, technical stakeholders, and acquisition officials to position HPE solutions early in the opportunity lifecycle.
- Orchestrate HPE teams and partner ecosystems, including engineering, specialists, system integrators, and channel partners, to develop pursuits.
Benefits
- A comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
- Career development programs to help employees pursue career goals and develop expertise or apply skills in another division.
- Flexibility to manage work and personal needs.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
