Federal Account Manager - Navy & USMC
Hewlett Packard Enterprise Company, Richmond, Virginia, United States, 23214
Federal Account Manager - Navy & USMC
Remote/Teleworker: this role will be primarily performed 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 value diverse backgrounds, support personal flexibility, and make bold moves together for the greater good. If you’re looking to stretch and grow your career, we embrace you and open up opportunities with HPE.
Job Description Hewlett Packard Enterprise (HPE) seeks a Federal Account Manager – Navy & USMC. The role serves as the primary account leader responsible for driving growth, profitability, and long‑term strategic positioning of HPE Networking across the Navy and United States Marine Corps. The Account Manager will understand the customer’s mission, clinical and benefits delivery priorities, modernization initiatives, and digital transformation journey, translating those priorities into impactful HPE solutions spanning hybrid cloud, data, AI, security, edge, storage, and high‑performance infrastructure.
This position requires a recognized leader who can operate at the highest levels of both HPE and our customers, influence executive decision makers, orchestrate complex deal teams, and build durable relationships that position HPE as a critical long‑term technology partner to the agency.
There is a strong preference for locations on the req, but depending on experience the team may consider qualified US citizens located within the Continental US in locations not listed on the req.
Key Responsibilities Strategic Account Leadership
Own the development and execution of a comprehensive account strategy and business plan.
Align HPE’s strategy and portfolio to mission priorities, clinical systems, benefits systems, and modernization initiatives.
Position HPE as a long‑term strategic partner across IT, clinical, Networking, data center, and edge environments.
Executive Engagement & Value Selling
Build trusted relationships with customer executives, program leaders, and technical decision makers, including C‑level and SES leadership.
Articulate a compelling business value framework connecting customer priorities and KPIs to HPE solutions.
Influence customer decision making by demonstrating how HPE drives mission outcomes, operational resilience, and cost efficiency.
Pipeline Development & Deal Execution
Lead and govern all pipeline creation activities for the account.
Identify, qualify, and develop high‑value opportunities across short‑, mid‑, and long‑term horizons.
Orchestrate complex, cross‑BU deal teams and partners to drive large, strategic deals to closure.
Maintain strong governance across the opportunity lifecycle and ensure clear ownership across the extended team.
Cross‑Portfolio Growth
Drive growth across the entire HPE portfolio including compute, storage, networking, hybrid cloud, GreenLake, AI, data platforms, and services.
Expand HPE's presence and margin by positioning higher‑value strategic solutions aligned to modernization efforts.
Leverage HPE executive sponsor programs, BU resources, and internal tools to improve account performance.
Partner Ecosystem Development
Build and manage an effective partner ecosystem aligned to customer initiatives.
Collaborate with Partner Business Managers to evolve and govern partner strategy within the account.
Technology Leadership & Industry Expertise
Maintain deep knowledge of modern IT trends including hybrid cloud, AI/ML, cybersecurity, edge, and digital health systems.
Engage credibly with CIO, CTO, and architecture teams on future‑state technology direction.
Share knowledge and mentor extended HPE team members.
Customer Advocacy & Team Leadership
Lead the extended account team through structured governance and collaboration.
Function as the customer’s advocate within HPE to improve experience, delivery, and outcomes.
Provide feedback to internal organizations to enhance support of the overall mission.
Qualifications Education & Experience: 8+ years of Direct sales experience within technology
5+ years of experience selling to Federal government.
5+ years of experience selling to Navy/USMC account within Federal government.
2+ years of Networking sales experience.
Available to travel to client site as needed (50%).
Active TS/SCI preferred.
Comfortable with an enterprise and transactional sales model.
Skilled at balancing immediate demands with long‑term strategic goals.
Strong preference for locations on the req; may consider qualified US citizens elsewhere in the Continental US when experienced.
Knowledge & Skills
Exceptional strategic planning and account leadership capability.
Strong executive presence and ability to influence senior government leaders.
Deep understanding of IT industry trends and enterprise architectures.
Broad knowledge of HPE’s portfolio and how to apply it to mission outcomes.
Highly skilled at leading matrixed teams across business units and partners.
Strong business acumen and understanding of Federal acquisition and budgeting processes.
Operational discipline and predictable execution.
High integrity and customer‑first mindset.
Scope & Impact
Owns one of HPE’s most strategic Federal accounts.
Leads complex sales engagements spanning multiple HPE business units.
Regularly engages with executive‑level customer decision makers.
Influences account investment, pricing strategy, and resource alignment.
Drives opportunities of significant size and complexity with cross‑portfolio scope.
Additional Skills
Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross‑Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow‑Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity, and more.
What We Can Offer You Health & Wellbeing We strive to provide a comprehensive suite of benefits that support physical, financial and emotional wellbeing.
Personal & Professional Development We invest in your career because the better you are, the better we all are. Programs cater to helping you reach any career goals you have.
Unconditional Inclusion We celebrate individual uniqueness, value varied backgrounds, provide flexibility, and make bold moves together to be a force for good.
Job Details Job: Sales
|
Job Level: Expert
Compensation The expected salary/wage range for this position is provided below. Actual offer may vary based on location, experience, and performance: United States of America: Annual Salary USD 221,000 – 456,500 in California; 194,500 – 456,500 in Maryland, North Carolina, and Virginia. This range reflects total base and target‑level sales compensation at 100% of the sales plan. Base and target mix is 50%/50%.
Information about employee benefits offered in the US can be found at
https://myhperewards.com/main/new-hire-enrollment.html .
EEO Statement HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are based on qualifications, merit, and business need. HPE is an EEO Protected Veteran/Individual with Disabilities. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider qualified applicants with criminal histories.
No Fees Notice & Recruitment Fraud Disclaimer HPE and its authorized recruiting agencies will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. Credentials of any hiring agency claiming to work with HPE should be verified by candidates, who are solely responsible for such verification. Any reliance on fraudulent representations is at the candidate’s own risk, and HPE disclaims liability for any resulting damages.
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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 value diverse backgrounds, support personal flexibility, and make bold moves together for the greater good. If you’re looking to stretch and grow your career, we embrace you and open up opportunities with HPE.
Job Description Hewlett Packard Enterprise (HPE) seeks a Federal Account Manager – Navy & USMC. The role serves as the primary account leader responsible for driving growth, profitability, and long‑term strategic positioning of HPE Networking across the Navy and United States Marine Corps. The Account Manager will understand the customer’s mission, clinical and benefits delivery priorities, modernization initiatives, and digital transformation journey, translating those priorities into impactful HPE solutions spanning hybrid cloud, data, AI, security, edge, storage, and high‑performance infrastructure.
This position requires a recognized leader who can operate at the highest levels of both HPE and our customers, influence executive decision makers, orchestrate complex deal teams, and build durable relationships that position HPE as a critical long‑term technology partner to the agency.
There is a strong preference for locations on the req, but depending on experience the team may consider qualified US citizens located within the Continental US in locations not listed on the req.
Key Responsibilities Strategic Account Leadership
Own the development and execution of a comprehensive account strategy and business plan.
Align HPE’s strategy and portfolio to mission priorities, clinical systems, benefits systems, and modernization initiatives.
Position HPE as a long‑term strategic partner across IT, clinical, Networking, data center, and edge environments.
Executive Engagement & Value Selling
Build trusted relationships with customer executives, program leaders, and technical decision makers, including C‑level and SES leadership.
Articulate a compelling business value framework connecting customer priorities and KPIs to HPE solutions.
Influence customer decision making by demonstrating how HPE drives mission outcomes, operational resilience, and cost efficiency.
Pipeline Development & Deal Execution
Lead and govern all pipeline creation activities for the account.
Identify, qualify, and develop high‑value opportunities across short‑, mid‑, and long‑term horizons.
Orchestrate complex, cross‑BU deal teams and partners to drive large, strategic deals to closure.
Maintain strong governance across the opportunity lifecycle and ensure clear ownership across the extended team.
Cross‑Portfolio Growth
Drive growth across the entire HPE portfolio including compute, storage, networking, hybrid cloud, GreenLake, AI, data platforms, and services.
Expand HPE's presence and margin by positioning higher‑value strategic solutions aligned to modernization efforts.
Leverage HPE executive sponsor programs, BU resources, and internal tools to improve account performance.
Partner Ecosystem Development
Build and manage an effective partner ecosystem aligned to customer initiatives.
Collaborate with Partner Business Managers to evolve and govern partner strategy within the account.
Technology Leadership & Industry Expertise
Maintain deep knowledge of modern IT trends including hybrid cloud, AI/ML, cybersecurity, edge, and digital health systems.
Engage credibly with CIO, CTO, and architecture teams on future‑state technology direction.
Share knowledge and mentor extended HPE team members.
Customer Advocacy & Team Leadership
Lead the extended account team through structured governance and collaboration.
Function as the customer’s advocate within HPE to improve experience, delivery, and outcomes.
Provide feedback to internal organizations to enhance support of the overall mission.
Qualifications Education & Experience: 8+ years of Direct sales experience within technology
5+ years of experience selling to Federal government.
5+ years of experience selling to Navy/USMC account within Federal government.
2+ years of Networking sales experience.
Available to travel to client site as needed (50%).
Active TS/SCI preferred.
Comfortable with an enterprise and transactional sales model.
Skilled at balancing immediate demands with long‑term strategic goals.
Strong preference for locations on the req; may consider qualified US citizens elsewhere in the Continental US when experienced.
Knowledge & Skills
Exceptional strategic planning and account leadership capability.
Strong executive presence and ability to influence senior government leaders.
Deep understanding of IT industry trends and enterprise architectures.
Broad knowledge of HPE’s portfolio and how to apply it to mission outcomes.
Highly skilled at leading matrixed teams across business units and partners.
Strong business acumen and understanding of Federal acquisition and budgeting processes.
Operational discipline and predictable execution.
High integrity and customer‑first mindset.
Scope & Impact
Owns one of HPE’s most strategic Federal accounts.
Leads complex sales engagements spanning multiple HPE business units.
Regularly engages with executive‑level customer decision makers.
Influences account investment, pricing strategy, and resource alignment.
Drives opportunities of significant size and complexity with cross‑portfolio scope.
Additional Skills
Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross‑Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow‑Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity, and more.
What We Can Offer You Health & Wellbeing We strive to provide a comprehensive suite of benefits that support physical, financial and emotional wellbeing.
Personal & Professional Development We invest in your career because the better you are, the better we all are. Programs cater to helping you reach any career goals you have.
Unconditional Inclusion We celebrate individual uniqueness, value varied backgrounds, provide flexibility, and make bold moves together to be a force for good.
Job Details Job: Sales
|
Job Level: Expert
Compensation The expected salary/wage range for this position is provided below. Actual offer may vary based on location, experience, and performance: United States of America: Annual Salary USD 221,000 – 456,500 in California; 194,500 – 456,500 in Maryland, North Carolina, and Virginia. This range reflects total base and target‑level sales compensation at 100% of the sales plan. Base and target mix is 50%/50%.
Information about employee benefits offered in the US can be found at
https://myhperewards.com/main/new-hire-enrollment.html .
EEO Statement HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are based on qualifications, merit, and business need. HPE is an EEO Protected Veteran/Individual with Disabilities. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider qualified applicants with criminal histories.
No Fees Notice & Recruitment Fraud Disclaimer HPE and its authorized recruiting agencies will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. Credentials of any hiring agency claiming to work with HPE should be verified by candidates, who are solely responsible for such verification. Any reliance on fraudulent representations is at the candidate’s own risk, and HPE disclaims liability for any resulting damages.
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