Enterprise Account Manager Air Force Central Continental United States

Enterprise Account Manager Air Force Central Continental United States

  

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Job Description:

   

Manages several U.S. Department of Defense (DoD) and US Air Force accounts varying from large to small. Understands the US 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, 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.
• Vertical/Industry Knowledge Preferred: Understands the customer's industry landscape, enterprise architecture, and partner and influencer ecosystem.
• Consulting: Can synthesize a number of skills and relevant knowledge to guide the customer through a process of achieving operational outcomes leveraging HPE's portfolio.
• 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.

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.

Accountability, Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

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.

Job:

Sales

Job Level:

Specialist

    

States with Pay Range Requirement

The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.

USD Annual Salary: $141,000.00 - $332,000.00

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

   

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.