HPE Networking Account Executive - DoD Defense Agencies - 4th Estate

Hewlett Packard Enterprise; Maryland; Remote; USD 120,000 - 160,000; Full time

Job summary

Hewlett Packard Enterprise is seeking a DoD Account Executive to manage a sales territory supporting DoD agencies. The role focuses on driving targeted growth while leveraging strategic account planning and executive-level relationship management.

The position requires US citizenship, eligibility for security clearance, and the ability to travel up to 50%. Location is remote with a hybrid work environment and proximity to Washington DC area is preferred.

Qualifications

• DoD sales experience or equivalent government sector exposure.
• Ability to develop and execute strategic account plans for large federal customers.
• Proven capability in complex opportunity leadership and quota attainment.

Responsibilities

• Builds growth opportunities using the account planning process with regular reviews.
• Collaborates with Federal partners and prime contractors to drive solution sales with velocity.
• Engages with 4th Estate customers and prospects; interfaces with senior agency leaders.
• Prepares business plans with customers and secures sponsorship for transformations.
• Uses consultative selling to identify and advance revenue growth opportunities.
• Maintains high customer trust and loyalty while meeting targets.
• Manages annual quota targets and exceeds objectives.
• Enters opportunities in SFDC and maintains pipeline quality.

Skills

DoD sales

Strategic selling

Territory management

Tools

SFDC (Salesforce)

Job description

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:

Department of Defense (DoD) Account Executive responsible for managing a sales territory supporting the Defense Agencies. This territory consists of existing customers of HPE products and services as well as agencies we are prospecting to expand our market presence. The role of the territory manager is to drive targeted and predictable growth while exhibiting the following skills required of the position:

• Strategic Account and Mission Understanding
• Executive Customer Relationships
• Complex Opportunity Leadership
• Strategic Selling and Business Development
• Forecasting Accuracy, Sales Execution, and Quota Accountability

Job Description

Serves as the overall account lead (single point of contact) for numerous, large defense agencies in the Department of Defense.

Understands DoD key operational and IT challenges.

Focuses on driving mission outcomes for the DoD while maximizing revenue and margin for the company.

Dedicated to growing the base business while positioning complex solutions and pursuing new business opportunities.

Aligns and collaborates with sales and engineering resources in a hybrid work environment.

• Preferred locations are within driving distance to Washington DC and several cities in VA. Other locations include Dayton, OH and Ft. Meade, MD.
• Travel is required in the role. Depending on location, travel could be up to 50%.
• Role is open to US citizens who are located within the continental US. The position requires US Citizenship.
• Applicant must be eligible for security clearance if not already cleared.

Responsibilities:

• Builds growth opportunities using the account planning process; actively manages account planning processes with scheduled reviews and leadership updates.
• Spends time working with and leveraging external Federal partners and prime contractors to deliver solution sales with velocity.
• Engages with 4th Estate customers, partners, and prospects; interfaces with all levels, including highest levels within the 4th Estate Agencies.
• Writes business plans in conjunction with our customers and obtains customer sponsorship for operational transformation initiatives.
• 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
• Manages annual quota targets and exceeds objectives.
• Enters all opportunities in pipeline tool (SFDC) and updates them weekly. Recommends and Implements industry leading Pipeline management practices (MEDDPICC).