HPE Networking Account Executive - DoD US Army
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.
Job Description Summary
Department of Defense (DoD) Account Executive responsible for managing a sales territory supporting the United States Army. This territory consists of existing customers of HPE products and services as well as commands and program offices being prospected to expand market presence. The role of the territory manager is to drive targeted and predictable growth while exhibiting the following skills required of the position:
1.Strategic Account and Mission Understanding
2.Executive Customer Relationships
3.Complex Opportunity Leadership
4.Strategic Selling and Business Development
5.Forecasting Accuracy, Sales Execution, and Quota Accountability
Job Description
•Serves as the overall account lead (single point of contact) for numerous, large Army initiatives in the continental United States as well as internationally.
•Understands Army operational and IT challenges.
•Focuses on driving mission outcomes for the Army while maximizing revenue and margin for HPE.
•Dedicated to growing the base business while positioning complex solutions and pursuing new business opportunities.
•Aligns and collaborates with sales and engineering resources in a hybrid work environment.
Travel is required in the role. Depending on location, travel could be up to 50%.
Role is open to US citizens who are located within the continental US. The position requires US Citizenship.
Applicant must be eligible for security clearance if not already cleared.
Responsibilities:
•Builds growth opportunities using the account planning process; actively manages account planning processes with scheduled reviews and leadership updates.
•Spends time working with and leveraging external Federal partners and prime contractors to deliver solution sales with velocity.
•Engages with US Army customers, partners, and prospects; interfaces with all levels.
•Writes business plans in conjunction with our customers and obtains customer sponsorship for operational transformation initiatives.
•Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
•Maintains high-level of customer loyalty and builds trust and integrity.
•Manages annual quota targets and exceeds objectives.
•Enters all opportunities in pipeline tool (SFDC) and updates them weekly. Recommends and implements industry leading pipeline management practices (MEDDPICC).
•Identifies customer requirements, matches with company capabilities and chooses the respective partner and advises procurement pathways to reduce friction and increase time to capability.
Education and Experience Required:
•University or Bachelor's degree.
•Knowledge of DoD and Federal Systems Integrator customer types.
•Typically 5-8 years of industry sales experience.
•Applicant must be eligible for security clearance if not already cleared.
Knowledge and Skills:
•Possesses effective leadership skills and cross-functional expertise.
•Practices effective time management skills.
•Works well with others in a team environment.
•Coordinates multiple internal and external partners at multiple levels to deliver solutions.
•Works at developing relationships at management and executive level with customers, partners, and prospects.
•Advanced sales negotiation, and deal closing skills.
•Expertise in managing end-to-end sales processes in large deals.
•Stays abreast of Federal trends and leads discussions with IT and mission owners to link strategic direction to HPE solution offerings.
Salary
The expected salary/wage range for this position: United States of America: Annual Salary USD 231,000 - 543,000 in Alabama & District of Columbia & Georgia & Maryland & North Carolina & Virginia. This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 50%/50%.
