Defence Enterprise Account Lead

HPE Sdn Bhd; Canberra; On-site; AUD 180,000 - 240,000; Full time

Job summary

Hewlett Packard Enterprise is seeking an experienced Enterprise Account Manager to lead a strategic Defence relationship in Australia. You’ll own the account strategy and drive commercial performance across HPE’s portfolio, building executive relationships and guiding complex pursuits from initial engagement to delivery.

You will align Defence priorities with HPE capabilities in hybrid cloud, AI, data, cybersecurity and enterprise infrastructure, working with cross-functional teams to deliver

Qualifications

• 6–10+ years in enterprise account-management or complex B2B sales.
• Proven track record in large, complex customer environments.
• Experience developing multi-year account strategies and leading high-value pursuits.
• Understanding Defence/public-sector environments, stakeholders & partners.
• Executive engagement, negotiation and relationship-building skills.
• Strong commercial judgement and pipeline discipline.
• Ability to lead cross-functional teams without direct authority.
• Knowledge of hybrid cloud, AI, data, cybersecurity, networking or enterprise services.

Responsibilities

• Understand Defence priorities and translate them into opportunities with measurable value.
• Develop and execute an account strategy aligned to customer outcomes and HPE objectives.
• Build and maintain a strong pipeline across opportunities and longer-term programs.
• Lead complex pursuits, coordinating HPE specialists, business units and partners.
• Build trusted relationships with senior executives and decision-makers.
• Coordinate a partner strategy across the Defence ecosystem to strengthen HPE's position.
• Position HPE capabilities across hybrid cloud, AI, data, cybersecurity, networking, edge and services.
• Lead the extended account team through governance, collaboration and accountability.
• Advocate for the customer within HPE to improve experience and loyalty.

Skills

Enterprise account management

Complex B2B sales

Executive engagement

Strategic account planning

Cross-functional leadership

Negotiation & influence

Commercial judgement

Defence/public sector knowledge

Hybrid cloud

Education

Bachelor's degree or equivalent

Relevant qualifications (business/engineering/technology)

Job description

Hewlett Packard Enterprise is seeking an experienced Enterprise Account Manager to lead a strategic Defence relationship in Australia. You’ll own the account strategy and drive commercial performance across HPE’s portfolio, building executive relationships and guiding complex pursuits from initial engagement to delivery.

You will align Defence priorities with HPE capabilities in hybrid cloud, AI, data, cybersecurity and enterprise infrastructure, working with cross-functional teams to deliver