Description
Hewlett Packard Enterprise is seeking a Department of Defense (DoD) Account Executive to manage a sales territory supporting Defense Agencies. The successful candidate will serve as the overall account lead for numerous large defense agencies in the Department of Defense, understanding key operational and IT challenges, and focusing on driving mission outcomes for the DoD while maximizing revenue and margin for the company.
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 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
Requirements:
- 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:
- Effective leadership skills and cross-functional expertise
- Effective time management skills
- Ability to work 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