Federal Enterprise Account Manager – Naval Air Systems Command
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Company-specific questions
- I have United States government or public institution employment experience (federal, state, or local) either as an employee or contractor /consultant .
- For any of the countries listed below: • Are you a citizen or have a passport, or • Have dual citizenship status, or • Have been granted a permanent resident status, or • Have been granted refugee or asylum status? Armenia, Azerbaijan, Belarus, Burma (Myanmar), Cambodia, China(PRC), Cuba, Georgia, Hong Kong, Iran, Iraq, Kazakhstan, Kyrgyzstan, Laos, Libya, Macao (Macau), Moldova, Mongolia, Nicaragua, North Korea(DPRK), Russia, Sudan(Khartoum), Syria, Tajikistan, Turkmenistan, Ukraine, Ukraine(Crimea Region), Uzbekistan, Venezuela, Vietnam, or Yemen
- HPE Policy prohibits employees from engaging in activities that pose a conflict(s) of interest for HPE such as: Outside employment with or receiving compensation from a customer, business partner, supplier, or competitor; Significant financial interest in a customer, business partner, supplier, or competitor held by you or a family member; Conducting business with a customer, business partner, supplier, or channel partner when someone you have a close personal or family relationship has a substantial role in that company; Close personal relationships between employees in the same organization. To identify situations that may pose a conflict and be inconsistent with this policy, please advise if you would be engaging in any of the above listed situations or activities during your HPE employment if you were hired into the role for which you have applied.
- Have you signed or accepted any agreement with a current or prior employer that includes restrictions on competition or solicitation, including, but not limited to, non-competition agreement, non-disclosure agreement, non-solicitation agreement, or are you otherwise subject to restrictions that may affect your ability to fulfill responsibilities of this HPE role?
- Certain Legal and ethical restrictions may apply with respect to relationships with government officials. In order to avoid even the appearance of a conflict of interest, please advise: Whether you have served or are serving in a government or public body that has regulatory authority over HPE or that purchases from HPE.
- Certain Legal and ethical restrictions may apply with respect to relationships with government officials. In order to avoid even the appearance of a conflict of interest, please advise: Whether a family member or anyone with whom you have a close personal relationship (a) is a current HPE employee; or (b) is a government official with regulatory authority over HPE or authority to make or influence a decision to obtain or retain HPE business.
- Do you possess a valid work permit in the country for which the position resides?
- Do you possess a valid residency permit in the country for which the position resides?
About this role
Employer-provided description, formatted for easier reading.
Federal Enterprise Account Manager – Naval Air Systems Command
This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.
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
Manages several large US Navy accounts, primary responsibility area is NAVAIR. Understands the customer’s IT and business objectives, priorities, requirements 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 business. Develops and engages with the extended partner ecosystem to maximize HPE’s presence in the account.
Constantly develops information technology industry knowledge to position HPE’s portfolio in the account. 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.
This role will be supporting a Federal customer, so does require US citizenship. Due to the responsibilities of this role, Active Federal Security Clearance is preferred, but candidates must have the ability to obtain a clearance, if they do not presently have an active one.
Management Level Definition
Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful.
Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams.
Provides mentoring and guidance to lower-level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction.
Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.
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 including the C-level through credibly 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 in the short, medium, and long term. When appropriate, understands the innovation agenda and digital journey of the customer, and contributes to them. Independently builds a compelling business value framework for the customer.
In order to create a transformational business value framework, industry knowledge is often essential.
· Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way. Continuously accelerates growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer. Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account.
Actively leverages HPE programs and tools (e. g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance.
Significantly contributes to internal reviews connected to deals and sales planning.
· Actively engages with the customer to identify opportunities, starting from the higher levels of the customer organization. Translates customers' business challenges and goals into IT opportunities in a compelling way. Proactively ensures a strong and rightsized pipeline funnel from the account team.
Leads and governs pipeline building activities for the accounts, delegating to other account team members as appropriate. Identifies and develops high value opportunities for short-, mid-, and long-term success. Proactively leads early engagements.
Accountable for deal closure. Ensures end to end clear governance and ownership throughout the team, and across all deals in the pipeline. Drives deals of high complexity and size to closure through managing a multi-disciplinary team, including partners.
· Knowingly invests in maintaining and developing 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 including the C-level when necessary.
Proactively defines an effective engagement model with the customer's key influencers and decision makers.
· Develops and maintains comprehensive view of the partner landscape in the accounts - from both IT and vertical industry perspectives. Proactively develops partner relationships. Runs an active governance process for the partner network for the accounts.
Works with the Partner Business Manager to assess and update the partner strategy for the accounts.
· Constantly develops and updates expertise in IT technology. Engages effectively with the customer's CTO/CIO. Articulates relevant modern trends in IT and presents them to the C-level within the customer when appropriate.
Describes portfolio pieces in detail and references their use in other customers. Mentors others within HPE.
· Actively builds, develops and leads the extended account team. Runs a comprehensive governance with the extended team and empowers the 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.
Actively works with relevant managers to provide development opportunities for extended team members.
· Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience. Fully utilizes the entire set of HPE tools and processes for customer advocacy. Effectively leverages the existing tools, processes and resources to continuously assure a high level of customer satisfaction and loyalty.
· Fully owns the development and execution of a comprehensive account business plan for defined accounts. Leads 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.
Education and Experience Requirements
- This role will be supporting a Federal customer, so does require US citizenship.
- 6+ years of sales in an enterprise environment
- 3+ years of successful sales experience hunting net new business and white space
- 5+ Years of military experience with NAVAIR or selling to this customer.
- 5+ years Experience in big d