Federal Account Manager- Air Force & Space Force - Hunter Job at Hewlett Packard Enterprise

Job Description

Serves as the overall account lead (single point of contact) for numerous, large to small named Air Force and Space Force accounts in an assigned country, geographic territory and/or industry; understands the Air Force key business and IT challenges and requirements and is focused on driving value for the programs, while maximizing revenue and margin for the company. Specializes in a value or volume specialty (networks, security, data center, wireless) with focus on growing the base business, complex solutions, and new business opportunities. Accounts may be managed remotely. Is supported primarily by presales account teams, engineers, and the Air Force Regional Manager. This job focuses on selling to customers, typically through work that occurs outside HPE offices.

Job Responsibility

Builds growth opportunities using the account planning process
actively manages planning process through scheduled reviews and updates
Extensive time working with and leveraging external partners and systems integrators to deliver solution sales
Significant percentage of time spent directly with customer
interfaces with all levels, including highest within customer organization
Develops business plan in conjunction with customers in assigned accounts
Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company including expansion of existing HPEN accounts and hunting for new account opportunities
Maintains high-level of customer loyalty and builds trust and integrity
Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin
Enters all opportunities in pipeline tool and updates them weekly
Recommends and Implements industry leading Pipeline management practices and accurate quarterly forecasts
Ability to implement margin recovery activities/strategies
Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect)

Requirements

10+ years sales experience across Federal
5+ years of direct sales experience working with Air Force and Space Force
US citizenship
At least a Secret government issued security clearance or the ability to obtain Secret government issued security clearance with HPE support within a reasonable timeframe
University or Bachelor's degree desired, in lieu of Bachelors degree, 15 years total sales experience in Federal
Secret Clearance desired, Top Secret preferred
Must have good time management skills
Ability to coordinate multiple internal and external partners/integrators on multiple levels to deliver appropriate solution sale
Hi level customer management relationship building, working at management and decision makers level in lines of business to grow existing accounts, and hunt for new opportunities
Advanced sales negotiation, and deal closing skills
Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results with accurate forecasting
Expertise in managing end- to-end sales processes in large deals
Ability to understand the customer's business issues and translate to the company's solutions
Ability to prioritize and drive strategic sales activity on a complex solution basis
Excels in competitive selling skills
Ability to provide accurate quarterly forecasts

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Federal Account Manager- Air Force & Space Force - Hunter

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