Federal Commercial Account Manager

Hewlett Packard Enterprise; Ohio; Remote; USD 120,000 - 150,000; Full time

Job summary

Hewlett Packard Enterprise in the United States seeks a Federal Commercial Account Manager to lead a portfolio of Air Force and Space Force accounts. You will serve as the single point of contact, develop business plans, and drive complex solutions across networking, security, data center, and wireless offerings.

This role is remote with substantial travel to customer sites. You will build value, expand opportunities with partners and FSIs, meet quarterly quotas, and coordinate with presales and

Qualifications

• Bachelor's degree or equivalent experience.
• 5 years selling to Air Force and/or Space Force.
• 8+ years' experience selling in Federal/DoD.
• Secret clearance desired, or ability to obtain clearance.

Responsibilities

• Grow opportunities through account planning and quarterly reviews.
• Work with external partners and systems integrators to deliver solution sales.
• Engage directly with customers and integrators at multiple levels.
• Develop business plans in conjunction with customers in assigned accounts.
• Apply consultative selling to identify and advance opportunities for profitable revenue growth.
• Maintain high levels of customer loyalty and integrity as shown in surveys.
• Achieve and manage quarterly, half-yearly, and annual quotas/margins.
• Enter opportunities in pipeline and manage margin recovery strategies.
• Identify customer requirements and align with the appropriate company supply chain.

Skills

Time management

Stakeholder coordination

Consultative selling

Federal sales

Education

Bachelor's degree

Job description

Federal Commercial Account Manager

This role has been designated as 'Remote/Teleworker', which means you will primarily work from home.

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:

We are seeking an experienced Federal Commercial Account Manager to serve as the overall account lead and single point of contact for a portfolio of large to small named U.S. Air Force and Space Force accounts. In this role, you will develop a deep understanding of the customer’s key business and IT challenges and requirements, with a focus on driving value for their programs while maximizing revenue and margin for HPE. You will sell across networking, security, data center, and wireless solutions, with an emphasis on growing the existing business, developing complex solutions, and identifying new business opportunities. As a hunter, you will leverage relationships with customers, partners, and Federal Systems Integrators (FSIs) to expand into new account spaces, while working closely with presales account teams, engineers, and the Air Force Regional Manager.

This is a customer-facing role that primarily takes place outside of HPE offices and requires approximately 50% or more travel. Candidates located in the Western U.S. are preferred, with Colorado, California, and Ohio identified as priority locations; however, qualified candidates across the U.S. may be considered.

Responsibilities:

• Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
• Extensive time working with and leveraging external partners and systems integrators to deliver solution sale.
• Significant percentage of time spent directly with customer and integrators; interfaces with all levels within customer organization; highly diverse set of functions and buyers; focus in on management level.
• Develops business plan in conjunction with customers in assigned accounts.
• 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 margin.
• Enters all opportunities in 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 desired, can substitute experience for degree
• Detailed knowledge of key customer types or customers on given products.
• 5 years' experience selling to Air Force and/or Space Force customers
• Overall 8 years' experience selling in Federal/DoW
• Secret Clearance desired, or ability to obtain clearance

Knowledge and Skills:

• 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