Senior Federal Account Manager - Civilian

Hewlett Packard Enterprise; Virginia; Remote; USD 198,000 - 466,000; Full time

Benefits offered by this job

Health & Wellbeing

Personal & Professional Development

Unconditional Inclusion

Job summary

Hewlett Packard Enterprise (HPE) seeks a Senior Federal Account Manager for the US Federal Civilian domain. This remote role leads strategic federal accounts, shaping long‑term partnerships across IT, networking, data center, and cloud offerings to drive modernization initiatives.

You will engage C‑level and SES leaders, articulate business value, and coordinate cross‑BU teams to close large, complex deals. Willingness to travel up to 50% to client sites in the continental US is required.

Qualifications

• 5+ years of experience selling to Federal government
• 8+ years of Direct sales experience within technology
• 5+ years of experience selling to Federal government customers
• 2+ years of Networking sales experience
• Available to travel to client site as needed (50%)
• Comfortable with an enterprise and transactional sales model
• Skilled at balancing immediate demands with long‑term strategic goals
• Strong executive presence and ability to influence senior government leaders

Responsibilities

• Own the development and execution of a comprehensive account strategy and business plan.
• Align HPE’s strategy and portfolio to mission priorities, clinical systems, benefits systems, and modernization initiatives.
• Position HPE as a long‑term strategic partner across IT, clinical, Networking, data center, and edge environments.
• Build trusted relationships with customer executives, program leaders, and technical decision makers.
• Lead and govern all pipeline creation activities for the account and drive large, cross‑BU deals to closure.

Skills

Federal sales

Direct sales

Networking sales

Executive presence

Travel 50%

Enterprise sales

Strategic goals

Job description

Senior Federal Account Manager - Civilian

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

Hewlett Packard Enterprise (HPE) is seeking a Federal Account Manager – US Federal Civilian Team. This role serves as the primary account leader responsible for driving growth, profitability, and long‑term strategic positioning of HPE Networking across US Federal Civilian accounts. The Account Manager will understand the customers’ mission, clinical and benefits delivery priorities, modernization initiatives, and digital transformation journey, and translate those priorities into impactful HPE solutions spanning hybrid cloud, data, AI, security, edge, storage, and high-performance infrastructure. This position requires a recognized leader who can operate at the highest levels of both HPE and our customers, influence executive decision makers, orchestrate complex deal teams, and build durable relationships that position HPE as a critical long‑term technology partner to the agency.

There is a strong preference for locations on the req, but depending on the experience the team may be open to considering those with experience supporting this area of the Federal government that are qualified US citizens located within the Continental US in locations not listed on the req.

Key Responsibilities

• Strategic Account Leadership

  Own the development and execution of a comprehensive account strategy and business plan. Align HPE’s strategy and portfolio to mission priorities, clinical systems, benefits systems, and modernization initiatives. Position HPE as a long‑term strategic partner across IT, clinical, Networking, data center, and edge environments.

• Executive Engagement & Value Selling

  Build trusted relationships with customer executives, program leaders, and technical decision makers, including C-level and SES leadership. Articulate a compelling business value framework connecting customer priorities and KPIs to HPE solutions. Influence customer decision making by demonstrating how HPE drives mission outcomes, operational resilience, and cost efficiency.

• Pipeline Development & Deal Execution

  Lead and govern all pipeline creation activities for the account. Identify, qualify, and develop high‑value opportunities across short-, mid-, and long‑term horizons. Orchestrate complex, cross‑BU deal teams and partners to drive large, strategic deals to closure. Maintain strong governance across the opportunity lifecycle and ensure clear ownership across the extended team.

• Cross‑Portfolio Growth

  Drive growth across the entire HPE portfolio including compute, storage, networking, hybrid cloud, GreenLake, AI, data platforms, and services. Expand HPE’s presence and margin by positioning higher‑value strategic solutions aligned to modernization efforts. Leverage HPE executive sponsor programs, BU resources, and internal tools to improve account performance.

• Partner Ecosystem Development

  Build and manage an effective partner ecosystem aligned to customer initiatives. Collaborate with Partner Business Managers to evolve and govern partner strategy within the account.

• Technology Leadership & Industry Expertise

  Maintain deep knowledge of modern IT trends including hybrid cloud, AI/ML, cybersecurity, edge, and digital health systems. Engage credibly with CIO, CTO, and architecture teams on future‑state technology direction. Share knowledge and mentor extended HPE team members.

• Customer Advocacy & Team Leadership

  Lead the extended account team through structured governance and collaboration. Function as the customer’s advocate within HPE to improve experience, delivery, and outcomes. Provide feedback to internal organizations to enhance support of the overall mission.

Qualifications

Education & Experience

• 5+ years of experience selling to Federal government
• 8+ years of Direct sales experience within technology
• 5+ years of experience selling to Federal government customers
• 2+ years of Networking sales experience
• Available to travel to client site as needed (50%)
• Comfortable with an enterprise and transactional sales model
• Skilled at balancing immediate demands with long‑term strategic goals

Knowledge & Skills

• Exceptional strategic planning and account leadership capability.
• Strong executive presence and ability to influence senior government leaders.
• Deep understanding of IT industry trends and enterprise architectures.
• Broad knowledge of HPE’s portfolio and how to apply it to mission outcomes.
• Highly skilled at leading matrixed teams across business units and partners.
• Strong business acumen and understanding of Federal acquisition and budgeting processes.
• Operational discipline and predictable execution.
• High integrity and customer‑first mindset.

Scope & Impact

• Owns one of HPE’s most strategic Federal accounts. Leads complex sales engagements spanning multiple HPE business units. Regularly engages with executive‑level customer decision makers. Influences account investment, pricing strategy, and resource alignment. Drives opportunities of significant size and complexity with cross‑portfolio scope.

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.
• Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness.

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Job: Sales. Job Level: Expert.

Annual Salary USD 198,000 - 465,500 in 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.

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

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. Know Your Rights. 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. For more information.