Senior Federal Account Manager - Civilian
About The Position
Hewlett Packard Enterprise is hiring a Senior Federal Account Manager to lead one of its strategic US Federal Civilian accounts. The role is accountable for growth, profitability, and HPE Networking’s long-term strategic position. The account manager learns the customer’s mission, clinical and benefits delivery priorities, modernization initiatives, and digital transformation goals, then connects them to HPE solutions across hybrid cloud, data, AI, security, edge, storage, and high-performance infrastructure. The position calls for a recognized leader who can engage senior stakeholders at HPE and customer organizations, influence executive decision makers, coordinate complex deal teams, and build durable relationships that establish HPE as a long-term technology partner. It is designated Remote/Teleworker, with the employee primarily working from home. Travel to client sites is required as needed, stated as 50%. There is a strong location preference for locations listed in the requisition, though qualified US citizens with relevant Federal government experience in other Continental US locations may also be considered. The role owns the account strategy and business plan, leads pipeline creation and complex sales engagements, and drives growth across HPE’s portfolio and partner ecosystem. It also leads the extended account team, advocates for the customer within HPE, and provides feedback to internal organizations to improve customer experience, delivery, and outcomes.
Requirements
- At least 5 years of experience selling to Federal government customers.
- At least 8 years of direct sales experience within technology.
- At least 2 years of networking sales experience.
- Ability to travel to client sites as needed; the posting specifies 50%.
- Comfort with both enterprise and transactional sales models.
- Ability to balance immediate demands with long-term strategic goals.
- Exceptional strategic planning and account leadership capability.
- Strong executive presence and ability to influence senior government leaders.
- Deep understanding of IT industry trends and enterprise architectures.
- Broad knowledge of HPE’s portfolio and how to apply it to mission outcomes.
- Skill leading matrixed teams across business units and partners.
- Strong business acumen and understanding of Federal acquisition and budgeting processes.
- Operational discipline and predictable execution.
- High integrity and a customer-first mindset.
Nice To Haves
- Preference for candidates located in locations listed on the requisition.
- Qualified US citizens with experience supporting this area of the Federal government and located elsewhere in the Continental US may be considered.
Responsibilities
- Develop and execute a comprehensive account strategy and business plan.
- Align HPE’s strategy and portfolio with customer mission priorities, clinical and benefits systems, and modernization initiatives.
- Position HPE as a long-term strategic partner across IT, clinical, networking, data center, and edge environments.
- Build trusted relationships with customer executives, program leaders, and technical decision makers, including C-level and SES leadership.
- Connect customer priorities and KPIs to HPE solutions through a compelling business value framework.
- Influence customer decisions by demonstrating how HPE solutions support mission outcomes, operational resilience, and cost efficiency.
- Lead and govern account pipeline creation; identify, qualify, and develop high-value opportunities across short-, mid-, and long-term horizons.
- Orchestrate cross-business-unit deal teams and partners to close large, strategic deals, maintaining opportunity governance and clear team ownership.
- Drive growth across HPE’s compute, storage, networking, hybrid cloud, GreenLake, AI, data platform, and services portfolios.
- Expand HPE’s presence and margin by positioning higher-value strategic solutions aligned with modernization efforts.
- Use HPE executive sponsor programs, business unit resources, and internal tools to improve account performance.
- Build and manage a partner ecosystem aligned with customer initiatives, collaborating with Partner Business Managers on partner strategy and governance.
- Maintain knowledge of hybrid cloud, AI/ML, cybersecurity, edge, and digital health systems, and engage CIO, CTO, and architecture teams on future technology direction.
- Share knowledge and mentor extended HPE team members.
- Lead the extended account team through structured governance and collaboration.
- Advocate for the customer within HPE to improve customer experience, delivery, and outcomes.
- Provide feedback to internal organizations to improve support of the customer’s mission.
Benefits
- Comprehensive benefits intended to support physical, financial, and emotional wellbeing.
- Career development programs supporting professional growth and movement into other divisions.
- Flexibility to manage work and personal needs.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
