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 position is designated Remote/Teleworker, primarily working from home, and requires up to 50% domestic travel. The account manager owns strategic account planning, focuses on larger opportunities and portfolio management, and sells company products and solutions. The role builds customer and partner relationships, identifies customer requirements, aligns them with HPE capabilities and supply-chain options, manages pipeline and sales quota, and develops and implements territory, sales, and margin-recovery strategies. It also collaborates with global and local teams on international accounts.
Requirements
- 5–8 years of experience as referenced in the job description.
- Program management experience.
- Active Secret security clearance.
- Ability to travel domestically up to 50%.
- Broad understanding of customer needs and the ability to apply standard and creative solutions.
- Ability to coordinate internal and external partners to deliver appropriate solution sales.
- Ability to interface with senior internal company leaders and external clients and partner groups.
- Ability to adjust business plans based on account and industry-segment opportunities.
- Consultative selling skills to help customers make IT business decisions.
- Partner-organization intelligence and partner-management skills.
- Ability to conceptualize and articulate 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 partnerships.
Nice To Haves
- University or bachelor's degree preferred.
- 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 the account-planning process and actively manage planning through 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, working with partners and specialists.
- Implement margin-recovery activities and strategies, with full or partial account ownership depending on coverage.
- Act as a first interface for international accounts in collaboration with global business 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 intended to support physical, financial, and emotional wellbeing.
- Programs supporting personal and professional development and career goals.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
