Federal Account Manager - Financial Services

Hewlett Packard Enterprise; Washington (District of Columbia); On-site; USD 146,000 - 343,000; Full time

Job summary

Hewlett Packard Enterprise seeks a Senior Account Leader for U.S. Federal Agencies and partners. You will grow and manage the federal lease and finance business, align financing solutions with customer needs, and work with HPE and partner teams to close opportunities.

Expect extensive travel (50% or more) and a focus on revenue growth across government customers, with responsibilities spanning opportunity management, pipeline discipline, and cross-functional collaboration.

Qualifications

• University or Bachelor's degree.
• Typically 6-12 years of experience in federal sales/leasing/public sector.
• Experience in computers/printers/servers/storage is preferred.
• Federal government financing understanding is a plus.

Responsibilities

• Act as the overall account lead for US Federal Agencies and Department, FSIs and Partners.
• Grow and maintain federal lease and finance business while pursuing new clients.
• Collaborate with HPE Federal sales teams and partners to source, understand and close federal transactions.
• Enter opportunities in Salesforce and manage the pipeline weekly.
• Develop business plans with customers/partners and drive profitable revenue growth.

Skills

Consultative selling

Leadership

Time management

Cross-functional collaboration

Account management

Strategic sales

Education

Bachelor's degree

Job description

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

Serves as the overall account lead (single point of contact) for United States Federal Agencies and Departments, Federal System Integrators (FSIs) and Partner Resellers; Specializes in growing and maintaining the Federal lease and finance business while actively hunting and achieving growth with new clients in the assigned accounts/agencies. Understands a client’s key business and IT challenges and requirements and is focused on creating and aligning leasing, financing, and asset management solutions to meet customer needs while maximizing revenue and margin for the company. Will work collaboratively with and build ongoing relationships with HPE Federal sales teams responsible for the sale of HPE Compute and High Performance Compute (HPC), Networking, Storage and Software, HP INC Federal Sales team (Workplace assets) and key federal partners in their to source, understand and close federal transactions. Will work closely with Credit, Operations and Legal to close and oversee the continuing customer relationship. This role focuses on selling to customers, typically through work that occurs outside HPE offices.

Responsibilities

• Build growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
• Extensive time working with and leveraging external partners to deliver solution sale.
• Significant percentage of time spent directly with customers/partners/HPE and HPI federal sales; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level.
• Understand US Federal appropriations, budgeting and buying practices
• Develop business plans in conjunction with customer/partner.
• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
• Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
• Responsible for achieving/managing quarterly, half yearly, annual quota and/or profit margin.
• Enters all opportunities in the SalesForce pipeline tool and updates them weekly. Recommends and Implements industry leading Pipeline management practices.
• Ability to implement margin recovery activities/strategies.
• Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect).

Education And Experience Required

• University or Bachelor's degree.
• Detailed knowledge of key customer types or customers on given products.
• Viewed as expert in company; sought out by other Sales Representatives and/or first level managers for input.
• Typically 6-12 years of experience as referenced above.
• Industry experience required – federal sales / leasing / public sector sales
• Experience in product specialty (computers, printers, servers, storage).

Preferred

• Knowledge of federal government financing / federal government agencies / Federal Acquisition Regulations
• Understanding of leasing/accounting pricing and concepts
• Significant sales experience

Knowledge And Skills

• Consultative Selling skills
• Has good leadership skills and cross functional expertise.
• Must have good time management skills.
• Broad understanding of the customer’s needs; applies standard as well as creative solutions to meet those needs; particularly considering the specific industry/market.
• Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale.
• High level customer management relationship building, working at management and executive level in lines of business.
• Partner organization intelligence aligned with partner management skills.
• Advanced sales negotiation, and deal closing skills.
• Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results.
• Expertise in managing end- to-end sales processes in large deals.
• Relevant knowledge of client’s industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.
• Knowledge of the company’s breadth of solutions and engages specialist resources as needed.
• Ability to understand the customer’s business issues and translate to the company’s solutions.
• Ability to prioritize and drive strategic sales activity on a complex solution basis.
• Excels in competitive selling skills.
• Sells across platform and specialty.

Travel Required: 50% or more

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 linked here.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

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

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Job

Sales

Job Level

Specialist

The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level.

– United States of America: Annual Salary USD 146,000 - 343,000 in District of Columbia & Maryland & Virginia

This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 60%/40%.

Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html

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. Please click here: Equal Employment Opportunity.