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Hewlett Packard Enterprise Logo Hewlett Packard Enterprise · Sales

Federal Account Manager- Air Force & Space Force - Hunter

United States 204500.00 - 456500.00 USD / Year · Job Posted April 16, 2026
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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

What we offer

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