Hewlett Packard Enterprise · 1 week ago
San Francisco Account Manager, K12 & Local Government
United States
Full-time
Remote
Senior Level
$221K/yr - $456K/yr
6+ years expHewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. They are seeking an Account Manager for K12 & Local Government to manage accounts, drive business performance, and build customer relationships to support IT solutions. The role involves developing account strategies, engaging with customers, and leading the account team to achieve business goals.
Data CenterEnterprise SoftwareInformation TechnologyIT ManagementNetwork Security
Responsibilities
Articulates a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions. Influences the decision-making of customer executives through describing the value of HPE's solutions and their relevance to the customer's priorities. Positions HPE strategy and solutions in such a way that the customer sees that HPE is critically important to their business. When appropriate, understands the innovation agenda and digital journey of the customer, and provides input into them. Builds a business value framework for the customer
Builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way. Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer. Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account. Leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance. Contributes to internal reviews connected to deals and sales planning
Engages with the customer to identify opportunities. Translates customers' business challenges and goals into IT opportunities. Ensures a strong and rightsized pipeline funnel from the account team. Leads pipeline building activities for the account, involving account team members as appropriate. Identifies and develops opportunities for short and mid-term success. Proactively leads early engagements. Accountable for deal closure. Ensures ownership throughout the team for the deals in the pipeline. Drives deals to closure through a multi-disciplinary team, including partners
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 functioning. Builds influential relationships with executives. Defines an effective engagement model with the customer's key influencers and decision makers
Develops and maintains a view of the partner landscape in the account. Develops partner relationships. Runs an active governance process for the partner network for the account. Works with the Partner Business Manager to assess and update the partner strategy for the account
Develops and updates expertise in IT technology. Engages as appropriate with the customer's CTO/CIO. Articulates relevant modern trends in IT and presents them to executives within the customer when appropriate. Describes HPE's portfolio and references its use in other customers
Builds, develops and leads the extended account team. Runs a governance with the extended team and empowers account team to engage on different levels within the account. Establishes a recurring process to provide feedback to the account team members and the relevant managers
Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience. Utilizes HPE tools and processes for customer advocacy. Leverages the existing tools, processes and resources to assure customer satisfaction and loyalty
Develops and executes a comprehensive account business plan 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 account
Qualification
Required
University or Bachelor's Degree preferred, or equivalent experience
Typically 6-10+ years account management experience
Experience in IT industry preferred
Experience working within an IT department and/or working within customers is a plus
Experience in vertical industry preferred
Experience in different sales roles is a plus
Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation
Strategic Planning: Able to skillfully 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 thorough knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers
HPE Portfolio Knowledge: Builds and continually updates a thorough understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers
Team Leadership: Skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization
Network/Relationship Building: Skilled at creating 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
Operational Excellence: Able to show predictability and operational excellence both internally and externally
Integrity: Acts with integrity throughout complex situations even if under pressure
Consulting: Can synthesize a number of skills and relevant knowledge to guide the customer through a process of achieving business outcomes leveraging HPE's portfolio
Preferred
Engineering or technology education, advanced degree or MBA desired
Vertical/Industry Knowledge Preferred: Understands the customer's industry landscape, enterprise architecture, and partner and influencer ecosystem, and is able to use this knowledge to build and advise the customer on its digital journey plan
Benefits
Health & Wellbeing
Personal & Professional Development
Unconditional Inclusion
Company
Hewlett Packard Enterprise
Hewlett Packard Enterprise is an edge-to-cloud company that uses comprehensive solutions to accelerate business outcomes.
10001+ employees
H1B Sponsorship
Hewlett Packard Enterprise has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (532)
2024 (585)
2023 (591)
2022 (523)
2021 (551)
2020 (398)
Funding
Current Stage
Public CompanyTotal Funding
$2.85BKey Investors
Elliott Management Corp.
2025-04-15Post Ipo Equity· $1.5B
2024-09-10Post Ipo Equity· $1.35B
2015-11-02IPO
Leadership Team
Fidelma Russo
EVP & GM, Hybrid Cloud and Chief Technology Officer
Marie Myers
Chief Financial Officer
Recent News
The Register
2026-01-06
Company data provided by crunchbase