Hewlett Packard Enterprise
Enterprise Account Manager Air Force Central Continental United States
Hewlett Packard Enterprise, Baltimore, Maryland, United States
Enterprise Account Manager Air Force Central Continental United States
Join to apply for the
Enterprise Account Manager Air Force Central Continental United States
role at
Hewlett Packard Enterprise
Remote: This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.
Who We Are Hewlett Packard Enterprise is a 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 value diverse backgrounds, provide flexibility, and move boldly together for good.
Job Description Manages several U.S. Department of Defense (DoD) and US Air Force accounts varying from large to small. Understands the DoD/US Air Force customer’s IT and operational objectives, priorities, requirements, unique funding and acquisition regulations, policies and challenges, and adds value by implementing HPE’s strategy. Drives business performance for all HPE BUs and manages the portfolio mix to optimize profitability of the account. Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and operations. Develops and engages with the extended partner ecosystem to maximize HPE’s presence in the accounts. Develops and engages with the HPE Federal Systems Integrator (FSI) team to maximize HPE’s presence in these accounts. Constantly develops information technology industry knowledge to position HPE’s portfolio in the accounts. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer’s advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond.
Management Level Definition Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.
Responsibilities
Articulates a connection between the US DoD and US Air Force core operational requirements and responsibilities
Has a keen understanding of DoD funding cycles and Federal acquisition authorities/policies
Builds and executes a plan to drive growth and profitability across HPE's portfolio. Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer. Leverages HPE programs and tools (e.g. Executive Sponsors, Customer Innovation Center, Discover, Workshops, etc.)
Engages with the customer to identify opportunities. Translates customers' fiscal and operational challenges and goals into IT opportunities. Ensures a strong and rightsized pipeline funnel from the account team. Leads pipeline building activities for the accounts.
Develops and maintains a professional relationship network within the customer to maximize efficiency and effectiveness for HPE. Understands and leverages the underlying principles for the customer organization's operational requirements/mission. Defines an engagement model with the customer's key influencers and decision makers.
Develops and maintains an overview of the partners’ landscape in the accounts. Develops partner relationships. Works with the HPE Partner Business Manager to assess and update the partner strategy for the accounts.
Develops and updates expertise in IT technology. Articulates relevant modern trends in IT. Describes HPE's portfolio and references its use in other customers.
Builds relationship and runs a regular account governance with the extended account team. Provides feedback to the account team members and relevant managers.
Utilizes HPE tools and processes for customer advocacy. Leverages the existing tools
Builds and executes basic account business plans for defined accounts. Manages the collective effort to build and maintain both strategic and tactical elements of the plan. Shares and aligns the plan with relevant stakeholders of the accounts.
Education And Experience
University or Bachelor's Degree preferred
Typically 4+ years sales experience.
Account management experience desired.
Experience in IT industry preferred. Experience working with the US DoD/US Air Force and/or within customers is a plus.
Experience in vertical industry preferred.
Experience with HPE’s sales tools and processes is a plus.
Experience and understanding of the US DoD and the US Air Force organizations and missions are desired.
Knowledge And Skills
Drives Results: Shows strong initiative and a will to win.
Strategic Planning: Able to articulate a vision for the future and a path to achieve it.
Sales Execution: Able to efficiently deliver on short-term sales engagements and objectives.
Continuous Learning: Continuously and actively pursues own learning.
IT Industry Acumen: Builds and maintains solid knowledge of cutting‑edge IT industry developments.
HPE Portfolio Knowledge: Builds and continually updates a solid understanding of HPE products, solutions, and service offerings.
Team Leadership: Able to lead teams (including dispersed and indirect team members) successfully through sales engagements.
Network/Relationship Building: Able to create strong professional relationships.
Influencing and Negotiating: Understands and proficiently leverages influencing and negotiation techniques.
Business Acumen: Understands how different parts of a business interoperate to produce business outcomes.
Operational Excellence: Able to show predictability and operational excellence both internally and externally.
Integrity: Acts with integrity throughout complex situations even if under pressure.
Impact / Scope
Typically manages 1 to many accounts representing moderate revenue for HPE. May manage a portion of a large account, usually within an assigned geography.
Works with mid‑level decision‑makers in the customer organization.
Orchestrates regional pursuit resources for the account.
Complexity
Leads moderately complex sales engagements, project management and coordination to meet deadlines.
Typically qualifies and closes deals of moderate complexity.
Needs to understand and navigate the unique intricacies associated with US DoD and US Air Force organizations and rank structure as well as funding and federal acquisition policies and regulations.
Job Benefits 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. We also invest in your career growth and offer inclusive culture, professional development programs, and a supportive environment where your contributions thrive.
EEO Statement 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 based on qualifications, merit, and business need. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider qualified applicants with criminal histories.
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Enterprise Account Manager Air Force Central Continental United States
role at
Hewlett Packard Enterprise
Remote: This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.
Who We Are Hewlett Packard Enterprise is a 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 value diverse backgrounds, provide flexibility, and move boldly together for good.
Job Description Manages several U.S. Department of Defense (DoD) and US Air Force accounts varying from large to small. Understands the DoD/US Air Force customer’s IT and operational objectives, priorities, requirements, unique funding and acquisition regulations, policies and challenges, and adds value by implementing HPE’s strategy. Drives business performance for all HPE BUs and manages the portfolio mix to optimize profitability of the account. Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and operations. Develops and engages with the extended partner ecosystem to maximize HPE’s presence in the accounts. Develops and engages with the HPE Federal Systems Integrator (FSI) team to maximize HPE’s presence in these accounts. Constantly develops information technology industry knowledge to position HPE’s portfolio in the accounts. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer’s advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond.
Management Level Definition Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.
Responsibilities
Articulates a connection between the US DoD and US Air Force core operational requirements and responsibilities
Has a keen understanding of DoD funding cycles and Federal acquisition authorities/policies
Builds and executes a plan to drive growth and profitability across HPE's portfolio. Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer. Leverages HPE programs and tools (e.g. Executive Sponsors, Customer Innovation Center, Discover, Workshops, etc.)
Engages with the customer to identify opportunities. Translates customers' fiscal and operational challenges and goals into IT opportunities. Ensures a strong and rightsized pipeline funnel from the account team. Leads pipeline building activities for the accounts.
Develops and maintains a professional relationship network within the customer to maximize efficiency and effectiveness for HPE. Understands and leverages the underlying principles for the customer organization's operational requirements/mission. Defines an engagement model with the customer's key influencers and decision makers.
Develops and maintains an overview of the partners’ landscape in the accounts. Develops partner relationships. Works with the HPE Partner Business Manager to assess and update the partner strategy for the accounts.
Develops and updates expertise in IT technology. Articulates relevant modern trends in IT. Describes HPE's portfolio and references its use in other customers.
Builds relationship and runs a regular account governance with the extended account team. Provides feedback to the account team members and relevant managers.
Utilizes HPE tools and processes for customer advocacy. Leverages the existing tools
Builds and executes basic account business plans for defined accounts. Manages the collective effort to build and maintain both strategic and tactical elements of the plan. Shares and aligns the plan with relevant stakeholders of the accounts.
Education And Experience
University or Bachelor's Degree preferred
Typically 4+ years sales experience.
Account management experience desired.
Experience in IT industry preferred. Experience working with the US DoD/US Air Force and/or within customers is a plus.
Experience in vertical industry preferred.
Experience with HPE’s sales tools and processes is a plus.
Experience and understanding of the US DoD and the US Air Force organizations and missions are desired.
Knowledge And Skills
Drives Results: Shows strong initiative and a will to win.
Strategic Planning: Able to articulate a vision for the future and a path to achieve it.
Sales Execution: Able to efficiently deliver on short-term sales engagements and objectives.
Continuous Learning: Continuously and actively pursues own learning.
IT Industry Acumen: Builds and maintains solid knowledge of cutting‑edge IT industry developments.
HPE Portfolio Knowledge: Builds and continually updates a solid understanding of HPE products, solutions, and service offerings.
Team Leadership: Able to lead teams (including dispersed and indirect team members) successfully through sales engagements.
Network/Relationship Building: Able to create strong professional relationships.
Influencing and Negotiating: Understands and proficiently leverages influencing and negotiation techniques.
Business Acumen: Understands how different parts of a business interoperate to produce business outcomes.
Operational Excellence: Able to show predictability and operational excellence both internally and externally.
Integrity: Acts with integrity throughout complex situations even if under pressure.
Impact / Scope
Typically manages 1 to many accounts representing moderate revenue for HPE. May manage a portion of a large account, usually within an assigned geography.
Works with mid‑level decision‑makers in the customer organization.
Orchestrates regional pursuit resources for the account.
Complexity
Leads moderately complex sales engagements, project management and coordination to meet deadlines.
Typically qualifies and closes deals of moderate complexity.
Needs to understand and navigate the unique intricacies associated with US DoD and US Air Force organizations and rank structure as well as funding and federal acquisition policies and regulations.
Job Benefits 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. We also invest in your career growth and offer inclusive culture, professional development programs, and a supportive environment where your contributions thrive.
EEO Statement 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 based on qualifications, merit, and business need. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider qualified applicants with criminal histories.
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