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.
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.
- 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.
- 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.
- 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.
Qualifications:
- 8+ years of Direct sales experience within technology
- 5+ years of experience selling to Federal government
- 5+ years of experience selling to Federal government customers
- 2+ years of Networking sales experience
- Available to travel to client site as needed (50%)
- You are 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.
What We Can Offer You:
- Comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.
- Investment in your career through specific programs catered to helping you reach any career goals.
- Unconditional inclusion in the way we work and celebrate individual uniqueness.