Federal Commercial Account Manager
About The Position
Hewlett Packard Enterprise is seeking an experienced Federal Commercial Account Manager to serve as the overall account lead and single point of contact for a portfolio of named U.S. Air Force and Space Force accounts of varying sizes. The role involves developing a deep understanding of customers’ business and IT challenges, driving value for their programs, and maximizing HPE revenue and margin. The account manager sells networking, security, data center, and wireless solutions, with an emphasis on growing existing business, developing complex solutions, and finding new opportunities. The role requires using customer, partner, and Federal Systems Integrator relationships to expand into new account areas, in collaboration with presales account teams, engineers, and the Air Force Regional Manager. This is a customer-facing position conducted primarily outside HPE offices, designated Remote/Teleworker, with approximately 50% or more travel. Candidates in the Western U.S. are preferred, with Colorado, California, and Ohio listed as priority locations; qualified candidates elsewhere in the U.S. may also be considered.
Requirements
- Five years of experience selling to Air Force and/or Space Force customers.
- Eight years of overall experience selling in Federal/DoW.
- Detailed knowledge of key customer types or customers for the relevant products.
- Good time-management skills.
- Ability to understand customer needs and apply standard or creative solutions appropriate to the industry or market.
- Ability to coordinate multiple internal and external partners at multiple levels to deliver solution sales.
- Ability to build customer management relationships and work with management and executive-level stakeholders in lines of business.
- Partner organization knowledge and partner management skills.
- Relevant knowledge of clients’ industries and ability to keep abreast of trends and lead strategic IT discussions.
- Knowledge of the company’s range of solutions and ability to engage specialist resources as needed.
- Ability to understand customer business issues and translate them into company solutions.
- Ability to prioritize and drive strategic sales activity for complex solutions.
- Competitive selling skills and ability to sell across platform and specialty offerings.
- Ability to provide accurate quarterly forecasts.
- Ability to obtain a Secret clearance if not already held.
Nice To Haves
- University or bachelor’s degree; relevant experience may substitute for a degree.
- Secret clearance.
- Candidates located in the Western U.S., particularly Colorado, California, or Ohio.
Responsibilities
- Build growth opportunities through the account planning process and manage planning through scheduled reviews and updates.
- Work extensively with external partners and systems integrators to deliver solution sales.
- Spend significant time directly with customers and integrators, interfacing with varied functions and buyers at all organizational levels, with a focus on management-level relationships.
- Develop business plans with customers in assigned accounts.
- Use consultative selling to identify and advance opportunities that generate ongoing profitable revenue growth.
- Maintain customer loyalty and build trust and integrity, as reflected in company surveys and reports.
- Achieve and manage quarterly, half-yearly, and annual quota and/or margin.
- Enter opportunities in the pipeline tool, update them weekly, and recommend and implement effective pipeline management practices.
- Implement margin recovery activities and strategies.
- Identify customer requirements, match them to company capabilities, and select the appropriate company supply chain, whether Volume Direct or Indirect.
- Coordinate account resources and internal and external partners to deliver solutions and achieve business results.
- Provide accurate quarterly forecasts.
Benefits
- Comprehensive benefits intended to support physical, financial, and emotional wellbeing.
- Career and professional development programs.
- Flexibility to manage work and personal needs.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
