Federal System Integrator Account Manager
About The Position
Hewlett Packard Enterprise is seeking a Federal System Integrator Account Manager to drive growth across strategic defense and federal contractor accounts, including major systems integrators supporting government programs and initiatives. The role develops new business opportunities, manages customer relationships, and sells HPE networking solutions into corporate IT environments and program-based opportunities. The ideal candidate has experience supporting Federal System Integrators and can navigate complex customer environments while building long-term territory growth. The position owns account planning and sales activity for strategic accounts, including larger opportunities and a portfolio of company products and solutions. It develops relationships with customers up to the executive level, coordinates partners and internal specialists, and manages the sales pipeline and quota. The role is designated Remote/Teleworker, primarily working from home, with domestic travel of up to 50%. The position requires program management experience and an active Secret security clearance. An active Top Secret clearance, a university or bachelor's degree, and experience supporting Federal System Integrator accounts, federal contractors, defense customers, or regulated environments are preferred. The listed annual combined base and target-level sales compensation range in Georgia is USD 198,000–465,500, with a 50/50 base and target-level sales compensation mix.
Requirements
- 5–8 years of relevant experience.
- Active Secret security clearance required.
- Program management experience required.
- Working knowledge of programs of record.
- Ability to travel domestically up to 50%.
- Broad understanding of customer needs and ability to apply standard and creative solutions.
- Ability to coordinate internal and external partners to deliver appropriate solution sales.
- Ability to interface with senior levels within the company and with external clients and partner groups.
- Ability to adjust business plans based on account and industry-segment opportunities.
- Consultative selling skills to proactively help customers make IT business decisions.
- Partner organization intelligence aligned with partner management skills.
- Ability to conceptualize and articulate well-targeted solutions in the area of specialty, from proposal through contract sign-off.
- Ability to understand customer business issues and translate them into company solutions.
- Ability to prioritize and drive strategic, solution-based sales activity.
- Competitive selling skills and a good understanding of channel and partner engagement.
Nice To Haves
- University or bachelor's degree.
- Experience supporting Federal System Integrator accounts, federal contractors, or defense industry customers.
- Experience selling into federal programs, government contractors, or highly regulated customer environments.
- Active Top Secret security clearance.
Responsibilities
- Coordinate and own account plans for strategic commercial accounts through the account planning process.
- Focus on larger deals and opportunities, value and/or volume portfolio management, and selling a range of company products and solutions.
- Use specialty expertise to leverage existing opportunities and expand into more than one business unit within an account.
- Establish professional working relationships with clients up to the executive level and develop an understanding of their unique business needs.
- Engage partners effectively to improve win rates on selected deals.
- Build growth opportunities through account planning and actively manage the planning process with scheduled reviews and updates.
- Generate leads for company volume products and certain value products, collaborating with specialists or partners as needed.
- Achieve and manage quarterly, half-yearly, or yearly quota.
- Enter opportunities in pipeline tools, update them weekly, and recommend and implement pipeline management practices.
- Sell solutions that include hardware, software, and services.
- Build and deploy a territory account plan that includes working with partners and specialists.
- Implement margin recovery activities and strategies, with full or partial account ownership depending on account coverage.
- Act as a first interface for international accounts in collaboration with global business team members and local teams.
- Identify customer requirements, match them with company capabilities, and select the appropriate direct or indirect supply chain.
- Review and design sales policy and strategy.
Benefits
- Comprehensive benefits supporting physical, financial, and emotional wellbeing.
- Career development programs to support professional growth and skill development.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
