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

Hewlett Packard Enterprise Development LP; Washington (District of Columbia); Remote; USD 231,000 - 543,000; Full time

Benefits offered by this job

Health benefits

Career development

Inclusive culture

Job summary

Hewlett Packard Enterprise Development LP is seeking an HPE Networking Account Executive for the DoD Defense Agencies - 4th Estate. This remote/teleworker role manages a DoD sales territory, focusing on strategic accounts, complex opportunities, and revenue growth while coordinating with partners and engineering.

The role requires 5+ years in enterprise IT sales, 3+ years hunting new business, and a track record selling to DoD and federal integrators.

Qualifications

• 5+ years of Sales within Enterprise IT technologies.
• 3+ years of hunting net new business within white space.
• 3+ years of selling Enterprise IT solutions to the DoD and Federal system integrators.
• University or Bachelor's degree.

Responsibilities

• Builds growth opportunities using the account planning process and reviews with leadership.
• Leverages external Federal partners and prime contractors to deliver solution sales with velocity.
• Engages with 4th Estate customers, partners, and prospects at all levels, including executives.
• Writes business plans with customers and secures sponsorship for operational transformation initiatives.
• Applies consultative-selling techniques to identify and advance profitable revenue opportunities.

Skills

Strategic account management

Executive relationships

Opportunity leadership

Strategic selling

Forecasting

Education

Bachelor's degree

Tools

SFDC (Salesforce)

MEDDPICC

Job description

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

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 and could be up to 50%. The role is open to US citizens who are located within the continental US. The position requires US citizenship. Applicants 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).
• Identifies customer requirements, matches with company capabilities and chooses the respective partner and advises procurement pathways to reduce friction and increase time to capability.

Education and Experience Required

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 and could be up to 50%. The role is open to US citizens who are located within the continental US. The position requires US citizenship. Applicants must be eligible for security clearance if not already cleared. 5+ years of Sales within Enterprise IT technologies 3+ years of hunting net new business within white space. 3+ years of selling Enterprise IT solutions to the DOW and Federal system integrators University or Bachelor's degree.

Knowledge and Skills

• Possesses effective leadership skills and cross-functional expertise.
• Practices effective time management skills.
• Works well with others in a team environment.
• Coordinates multiple internal and external partners at multiple levels to deliver solutions.
• Works at developing relationships at management and executive level with customers, partners and prospects.
• Advanced sales negotiation, and deal closing skills.
• Expertise in managing end-to-end sales processes in large deals.
• Stays abreast of Federal trends and leads discussions with IT and mission owners to link strategic direction to HPE solution offerings.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities.

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.

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

Job

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 231,000 - 543,000 in District of Columbia & Maryland & Ohio & South Carolina & 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 50%/50%.

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.

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 Employment Opportunity is the Law

We are committed to providing a work environment that reflects the socio-economic characteristics appropriate to a diverse working force, and a culture of respect in all aspects of the business. We fully comply with all applicable laws and regulations pertaining to equal opportunity. We believe in business practices that provide a fair and inclusive environment. Our policies and practices reflect this commitment.

Equal Opportunity Employer (EEO) Hewlett Packard Enterprise 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.

HPE is 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.

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