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Hewlett Packard Enterprise Company Federal Account Manager- DoD Navy/Marines in Teleworker, Virginia

Federal Account Manager- DoD Navy/Marines Teleworker, Virginia


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At Hewlett Packard Enterprise, we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work. What sets us apart? Our people and our relentless dedication to helping our customers make their mark on the world.

We are a team of doers, dreamers and visionaries; inspired by our purpose and driven by our strategy. We live by our three values: partner, innovate and act.

Our legacy inspires us as we forge ahead, always pushing to discover what’s next. Every day is a new opportunity to advance and grow ourselves, our company and the industry. Some people call it an obsession, we call it a way of life.

What you need to know about the job

Job ID:1077779

Date Posted:1/29/2021

Primary Location:Teleworker, Virginia

Other Locations:Teleworker, District of Columbia, United States of America; Teleworker, Maryland, United States of America; Teleworker, Pennsylvania, United States of America

Job Category:Sales

Schedule:Full time

Shift:No shift premium (United States of America)

Hewlett Packard Enterprise (HPE) advances the way people live and work. We bring together curious minds to create breakthrough technology solutions, helping our customers make their mark on the world.

Aruba is redefining the "Intelligent Edge" Aruba is creating new customer experiences by building intelligent spaces and digital workspaces - leading next-generation network access solutions for the mobile enterprise. We are focused on campus, branch, mobility and the IoT to transform businesses with the combined power of compute, context, control and secure connectivity. We help some of the largest and most exciting companies globally to modernize their networks to meet the demands of a digital future.

Sounds like you? Then we have the right opportunity—we are looking for a Federal Territory Manager to join us! In this amazing role, you can make your mark by being the overall account lead (single point of contact) for numerous, large named accounts in an assigned country, geographic territory and/or industry.

The Federal Territory Manager Serves as the overall account lead (single point of contact) for numerous, large named accounts in an assigned country, geographic territory and/or industry; understands a client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in a value or volume specialty (computers, servers, storage, services, printers) with focus on growing the base business, complex solutions, and new business opportunities. Accounts may be managed remotely. Is supported primarily by presales and inside sales resources. These jobs focus on selling to customers, typically through work that occurs outside the company offices.

How you will make your mark:

  • You will develop account plans and long-term sales pipeline to increase the company's market share.

  • You will focus on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions.

  • You will work with management to develop future business plans; independently determines methods for achieving plans.

  • You will work with and leverage a diverse set of external partners.

  • You will build strong professional relationships with key IT and business executives, including C level Executives.

  • You will apply consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.

  • You will maintain high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.

  • You will advocate for client needs in negotiating solution sales and troubleshooting delivery issues.

Additional responsibilities and requirements:

  • Develops business plan in conjunction with the customer.

  • Analyzes client industry and competitive research and information to facilitate rich client dialogue.

  • Actively manages the account to protect and grow the company's business; coordinates all account forecasts, planning and reporting.

  • Directs and coordinates all activity on account(s).

  • Focuses on generating new business and builds, monitors and manages sales pipeline activity.

  • Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.

  • Enters all opportunities in pipeline tool and updates them weekly

  • Builds a list of customers willing to be a reference in person or print.

  • Ability to implement margin recovery activities/strategies.

  • Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.

  • Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect).

Education and Experience Required:

  • University or Bachelor's degree; Advanced degree or MBA preferred.

  • Prior selling experience includes multiple, diverse set of selling responsibilities.

  • Viewed as expert in given field by company and customer; is a mentor of selling strategy, including designing strategy.

  • Typically 12+ years of experience as referenced above.

  • 5 years commercial account management experience.

  • Highly experienced in product specialty (computers, printers, servers, storage).

  • Experience in related industry.

Knowledge and Skills:

  • Knows how to motivate partners to sell our solutions.

  • Have excellent time management skills and presentation skills. Is the go to expert for the technology or solution being presented.

  • Strong high-level customer management relationship building, especially working with executives in lines of business, and sometime board level.

  • High level of negotiation skills at high level customer management.

  • Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals.- proactive presentation of value solutions

  • Extensive partner organization intelligence and ability to work closely with multiple partners, to engage the client in business solutions.

  • Uses financial-selling techniques with the client and company internal to position value and advance sales motions.

  • Expertise in managing end- to-end sales processes in complex, large deals.

  • Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.

  • Strong knowledge of the company's breadth of solutions and engages specialist resources as needed.

  • Ability to understand the customer's business issues and translate to the company's solutions.

  • Ability to prioritize and drive strategic sales activity on a complex, large deal basis.

  • Excels in competitive selling skills.

  • Sell across platform and specialty.

What we can offer you:

Extensive benefits, a competitive salary and participation in the shared values and purpose that make Hewlett Packard Enterprise one of the world´s most attractive employers! At HPE, our goal is to provide equal opportunities, flexible work-life balance, and constantly evolving career growth.

If you are looking for challenges in an exciting, supportive and international work environment, then we definitely want to hear from you. Continue the conversation by clicking apply now below, or directly via our Careers Portal at

Join us and make your mark!

Find out more about us and follow us on:

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.




HPE is an equal opportunity employer/Female/Minority/Individual with Disabilities/Protected Veteran Status