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Hewlett Packard Enterprise · 4 weeks ago

Junior Account Manager-Department of Defense

United States

Full-time

Remote

Entry Level

$146K/yr - $343K/yr

3+ years exp

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. The Junior Account Manager will manage several U.S. Department of Defense accounts, driving business performance and building relationships with key influencers and decision makers in IT and operations.

Data CenterEnterprise SoftwareInformation TechnologyIT ManagementNetwork Security

No H1B

Security Clearance Required

Responsibilities

Articulates a connection between the US DoD 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

Qualification

US DoD experienceSales experienceAccount managementHPE sales toolsIT industry knowledgeStrategic planningNetwork buildingCommunication skillsTime managementIntegrity

Required

3+ years sales experience

2+ years Experience working with the US DoD and/or within customers is a plus

2+ years selling to DOD

If candidate does not have clearance, must be willing to get one

Drives Results: Shows strong initiative and a will to win, is persistent in the face of obstacles and has a clear results orientation

Strategic Planning: Able to articulate a vision for the future and a path to achieve it in an account business plan, aligned with the HPE strategy, direct leadership, and the HPE business units

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 and technology trends with potential impacts to our customers

HPE Portfolio Knowledge: Builds and continually updates a solid understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers

Team Leadership: Able to lead teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization

Network/Relationship Building: Able to create strong professional relationships; understands and leverages the value of networks and collaboration

Two-way communication: Able to listen actively to understand the perspectives of others, and to articulate value propositions, plans, and proposals in language relevant to the customer, partner or internal stakeholder

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 and how actions impact company results. Has a developed understanding of general business concepts and the economy. Able to understand financial reports and make relevant conclusions for planning. Similar principles apply to public sector organizations

Operational Excellence: Able to show predictability and operational excellence both internally and externally

Integrity: Acts with integrity throughout complex situations even if under pressure

Time Management: Requires strong time management skills in order to maintain and prioritize high-paced customer meeting schedule, internal SFDC and training demands, while traveling 50% or more

Organization: Must have well developed organizational skills

Communication: Requires strong written and verbal communication skills to be successful. Must be able to write clearly and concisely, speak articulately and present in front of smaller audiences with poise and confidence