Description
This role is focused on growing existing account presence and identifying and developing whitespace opportunities across two sensitive Government agencies headquartered in Northern Virginia.
The ideal candidate is a strategic seller with a proven track record of developing new opportunities within large federal organizations, navigating complex federal acquisition environments, and orchestrating cross-functional teams to support transformational opportunities.
Key Responsibilities
- Identify and develop whitespace opportunities.
- Support the development and execution of expansion strategies.
- Drive pipeline creation by identifying new programs, initiatives, and modernization efforts.
- Help shape and accelerate early-stage pursuits and capture efforts, including competitive displacement opportunities and emerging programs across the portfolio.
- Support capture development and pursuit acceleration for strategic opportunities by helping coordinate internal resources, partners, and technical teams to advance deals through the federal acquisition lifecycle.
- Work closely with segment lead and account team to ensure alignment with existing customer engagements, relationships, and strategic pursuits.
- Build relationships with program leaders, technical stakeholders, and acquisition officials to help position HPE solutions early in the opportunity lifecycle.
- Orchestrate internal HPE teams and partner ecosystems,including engineering, specialists, system integrators, and channel partners,to support pursuit development.
Requirements
- This role will be supporting a Federal customer so does require US citizenship.
- 6+ years of enterprise technology sales experience, with strong exposure to Federal and ideally Intelligence Community accounts.
- Demonstrated experience developing new opportunities and expanding within complex federal organizations.
- Demonstrated success supporting strategic opportunities involving infrastructure or platform solutions (AI, HPC, hybrid cloud, networking, storage, or data platforms).
- Experience navigating federal procurement vehicles and acquisition processes within Federal and ideally Intelligence Community (IC) agencies.
- Experience working with federal system integrators, consulting partners, and channel ecosystems.
- Ability to collaborate effectively within a team environment and contribute to coordinated account strategies across large organizations.
- Candidate must be comfortable going to customer sites for meetings. Travel to 50% or more depending on candidate location.
- Bachelor’s degree or equivalent professional experience.
Knowledge and Skills Required
- Strong hunter mindset with the ability to identify and develop new opportunities within large federal organizations while working collaboratively.
- Ability to support strategic pursuit planning and competitive win strategies in complex environments.
- Skilled at engaging senior government leaders, program executives, and technical stakeholders.
- Ability to navigate complex internal and external matrix environments.
- Knowledge of enterprise infrastructure technologies including AI, hybrid cloud, HPC, networking, storage, and data analytics platforms.
- Familiarity with federal integrators and partner ecosystems.
- Self-driven and entrepreneurial mindset with strong ownership of pipeline and outcomes.
- Excellent communication and executive presentation skills.
- Ability to work in a team environment and lead cross-functional teams across sales, engineering, partners, and services to support complex pursuits.