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Hewlett Packard Enterprise Logo Hewlett Packard Enterprise · Sales

Enterprise Account Manager Navy & United States Marine Corps

United States, All 221000.00 - 456500.00 USD / Year · Job Posted March 21, 2026
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Job Description

Manages several larger US Navy/Marine Corps accounts. 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 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.

Job Responsibility

  • Manages several larger US Navy/Marine Corps accounts
  • Understands the customer’s IT and business objectives, priorities, requirements and challenges
  • 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 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
  • 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

Requirements

  • 6+ years account management experience
  • 5+ Years of military experience with the US Navy/Marine Corps or selling to the US Navy/Marine Corps
  • Secret security clearance is required
  • TS is preferred
  • Experience in IT industry preferred
  • Experience working within an IT department and/or working within customers is a plus
  • 5+ years of experience dealing with Federal funding and contracting processes
  • University or Bachelor’s Degree preferred, or equivalent experience
  • Engineering or technology education, advanced degree or MBA desired
  • Drives Results
  • Strategic Planning
  • Sales Execution
  • Continuous Learning
  • IT Industry Acumen
  • HPE Portfolio Knowledge
  • Team Leadership
  • Network/Relationship Building
  • Two-way communication
  • Influencing and Negotiating
  • Business Acumen
  • Operational Excellence
  • Integrity
  • Vertical/Industry Knowledge Preferred
  • Consulting

Nice to have

  • Experience in IT industry
  • Experience working within an IT department and/or working within customers
  • Vertical/Industry Knowledge Preferred

What we offer

  • Health & Wellbeing
  • Personal & Professional Development
  • Unconditional Inclusion
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