Enterprise Account Manager - Defence

Hewlett Packard Enterprise; Canberra; On-site; AUD 150,000 - 190,000; Full time

Benefits offered by this job

Health & wellbeing

Career development

Inclusive workplace

Job summary

Hewlett Packard Enterprise is looking for an Enterprise Account Manager to lead a high-impact Defence customer relationship in Australia. You will own the account strategy and drive commercial performance across HPE's portfolio, building executive relationships and guiding complex pursuits from early engagement to delivery.

You will manage a multi-year strategy, build a robust pipeline, and coordinate cross-functional teams to win strategic opportunities while ensuring customer outcomes align

Qualifications

• 6–10+ years in enterprise account management or complex B2B sales.
• Proven sales success in large, complex environments.
• Experience building multi-year account strategies and leading high-value pursuits.
• Understanding of Defence, national security or public sector environments.
• 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, enterprise infrastructure or services.
• Bachelor's degree or equivalent; business/engineering/tech qualifications will be highly regarded.

Responsibilities

• Understand Defence priorities and translate them into opportunities with measurable value.
• Develop and execute a comprehensive account strategy aligned to outcomes.
• Build and maintain a strong pipeline across immediate and long-term opportunities.
• Lead complex pursuits with cross-functional teams to achieve outcomes.
• Build trusted relationships with senior executives and decision-makers.
• Coordinate partner strategy across Defence ecosystem to maximise value.
• Position capabilities across hybrid cloud, AI, data, cybersecurity and services.
• Lead the extended account team through governance and collaboration.

Skills

Enterprise sales

Executive engagement

Strategic account planning

Cross-functional leadership

Defence sector knowledge

Education

Bachelor's degree or equivalent

Job description

Enterprise Account Manager – Defence

This role has been designed as "Onsite" with an expectation that you will primarily work from an HPE office.

Who We Are: Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description

HPE is seeking an accomplished Enterprise Account Manager to lead one of our most strategically important customer relationships in Australia. Working at the intersection of technology, national security and sovereign capability, you will help Defence modernise its digital infrastructure through secure, resilient and innovative technology solutions. You will own the account strategy and commercial performance across HPE's portfolio, building trusted executive relationships, shaping strategic opportunities and leading complex pursuits from early engagement through to successful delivery.

Key responsibilities

• Understand Defence priorities, challenges and technology-modernisation plans, translating them into opportunities that deliver measurable value.
• Develop and execute a comprehensive account strategy aligned to customer outcomes and HPE's business objectives.
• Build and maintain a strong pipeline across immediate opportunities and longer-term strategic programs.
• Lead complex pursuits, bringing together HPE specialists, business units and partners to achieve successful outcomes.
• Build trusted relationships with senior executives, technology leaders, influencers and decision-makers.
• Develop a coordinated partner strategy across the Defence ecosystem to strengthen HPE's position and maximise customer value.
• Position HPE capabilities across hybrid cloud, AI, compute, storage, networking, edge and services.
• Lead the extended account team through clear governance, collaboration and accountability.
• Act as the customer's advocate within HPE, improving customer experience, satisfaction and long-term loyalty.

About You

You are a strategic and commercially astute enterprise-sales leader who can navigate complex organisations, build trusted relationships and turn customer priorities into results.

You will bring

• 6-10+ years of enterprise account-management or complex B2B sales experience.
• A strong record of sales achievement within large, complex customer environments.
• Experience developing multi-year account strategies and leading high-value pursuits.
• An understanding of Defence, national security or public-sector environments, including stakeholder and partner ecosystems.
• Exceptional executive engagement, influencing, negotiation and relationship-building skills.
• Strong commercial judgement, pipeline discipline and a focus on predictable execution.
• The ability to lead cross-functional teams and create alignment without direct authority.
• Knowledge of hybrid cloud, AI, data, cybersecurity, networking, enterprise infrastructure or technology services.
• A bachelor's degree or equivalent professional experience.
• Business, engineering, technology or advanced qualifications will be highly regarded.

If you are motivated by complex challenges, strategic customer relationships and the opportunity to contribute to Australia’s Defence capability, we would welcome your application.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form.

What We Can Offer You

• Health & Wellbeing - We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
• Personal & Professional Development - We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
• Unconditional Inclusion - We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

Let’s Stay Connected

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

Equal Employment Opportunity

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

Equal Opportunity Employer (EEO)

HPE provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law.

Equal Employment Opportunity is the Law

HPE is an E-Verify employer. E-Verify is an Internet-based system that compares information from an employee's Form I-9, Employment Eligibility Verification, to data from U.S. Department of Homeland Security and Social Security Administration records to confirm the employment eligibility of all newly hired employees.