HPE Networking - DoD Account Executive - Air Force & Space Force
About The Position
Hewlett Packard Enterprise is seeking an experienced account executive 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, ranging from large to small. The role develops a deep understanding of customer business and IT challenges and requirements, driving value for customer programs while maximizing HPE revenue and margin. The account executive sells networking, security, data center, and wireless solutions, with emphasis on growing existing business, developing complex solutions, and identifying new business opportunities. The role uses relationships with customers, partners, and Federal Systems Integrators to expand into new account spaces and works closely with presales account teams, engineers, and the Air Force Regional Manager. This is a customer-facing role 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 identified 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 high-level customer relationships and work with management and executives in lines of business.
- Partner-organization intelligence and partner-management skills.
- Relevant knowledge of the client's industry and ability to understand customer business issues and translate them into company solutions.
- Knowledge of the company's breadth of solutions and ability to engage specialist resources as needed.
- Ability to prioritize and drive strategic sales activity involving complex solutions.
- Competitive selling skills.
- Ability to provide accurate quarterly forecasts.
Nice To Haves
- University or bachelor's degree; experience may be substituted for a degree.
- Secret clearance, or ability to obtain clearance.
Responsibilities
- Build growth opportunities using the account planning process and actively 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; engage with diverse functions and buyers at all organizational levels, with a focus on management-level contacts.
- Develop business plans in conjunction with customers in assigned accounts.
- Use consultative-selling techniques to identify and advance opportunities that produce ongoing, profitable revenue growth.
- Maintain customer loyalty and build trust and integrity, as measured by company-conducted surveys and reports.
- Achieve and manage quarterly, half-yearly, and annual quota and/or margin.
- Enter all opportunities in the pipeline tool, update them weekly, and recommend and implement leading pipeline-management practices.
- Implement margin-recovery activities and strategies.
- Identify customer requirements, match them with company capabilities, and select the appropriate company supply chain, either Volume Direct or Indirect.
- Coordinate internal and external partners to deliver appropriate solution sales.
- Lead account resources to ensure coordinated and accountable account management and achievement of business results.
- Keep abreast of client-industry trends and lead discussions with IT about strategic directions and relevant links.
- Engage specialist resources as needed to address the breadth of company solutions.
- Prioritize and drive strategic sales activity for complex solutions, sell across platforms and specialties, and provide accurate quarterly forecasts.
Benefits
- Comprehensive benefits supporting physical, financial, and emotional wellbeing for employees and their loved ones.
- Programs supporting career and professional development.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
