HPE Networking Account Executive - DoD Defense Agencies - 4th Estate

Who We Are:

Hewlett Packard Enterprise is the 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 know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

Department of Defense (DoD) Account Executive responsible for managing a sales territory supporting the Defense Agencies.  This territory consists of existing customers of HPE products and services as well as agencies we are prospecting to expand our market presence.  The role of the territory manager is to drive targeted and predictable growth while exhibiting the following skills required of the position:

1. Strategic Account and Mission Understanding

2. Executive Customer Relationships

3. Complex Opportunity Leadership

4. Strategic Selling and Business Development

5. Forecasting Accuracy, Sales Execution, and Quota Accountability 

Job Description

Serves as the overall account lead (single point of contact) for numerous, large defense agencies in the Department of Defense

Understands DoD key operational and IT challenges

Focuses on driving mission outcomes for the DoD while maximizing revenue and margin for the company.

Dedicated to growing the base business while positioning complex solutions and pursuing new business opportunities.

Aligns and collaborates with sales and engineering resources in a hybrid work environment.

• Preferred locations are within driving distance to Washington DC and several cities in VA.  Other locations include Dayton, OH and Ft. Meade, MD. 
• Travel is required in the role.  Depending on location, travel could be up to 50%. 
• Role is open to US citizens who are located within the continental US.  The position requires US Citizenship. 
• Applicant must be eligible for security clearance if not already cleared. 

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 our 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.

Education and Experience Required:

• Preferred locations are within driving distance to Washington DC and several cities in VA.  Other locations include Dayton, OH and Ft. Meade, MD. 
• Travel is required in the role.  Depending on location, travel could be up to 50%. 
• Role is open to US citizens who are located within the continental US.  The position requires US Citizenship. 
• Applicant must be eligible for security clearance if not already cleared. 

• 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:

• Possesses effective leadership skills and cross-functional expertise.
• Practices effective time management skills.
• Works 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.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linkedhere.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

What We Can Offer You:

Health & Wellbeing

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.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

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