Enterprise Account Manager, Expansion - Defense Industrial Base
Hewlett Packard Enterprise Development LP, Virginia, MN, United States
* Aligns the customer’s KPIs, business priorities, and mission objectives to HPE solutions, clearly articulating business value and influencing executive decision‐making. Positions HPE as a strategic partner and contributes insight into the customer’s innovation and digital‐transformation agenda.* Builds and executes a structured account plan to drive growth and profitability across the full HPE portfolio. Positions strategic solutions, presents technology choices that expand HPE’s footprint, and leverages internal programs and executive sponsorship to improve business performance.* Understands the elements that matter in the Defense Industrial Base to include mission context (programs and Platforms that supports operational mission, program structure, technical baselines (radar processing chains, SIGINT workflows, modeling/simulation environments, edge compute constraints, and data‐movement patterns) and operational constraints (contested environments, disconnected operations, cyber‐resilience requirements, and lifecycle sustainment).* Engages customers to identify opportunities and translate mission and business challenges into IT initiatives. Owns pipeline development, leads early‐stage engagements, and drives deals to closure through coordinated efforts across the account team and partners.* Develops strong executive and stakeholder relationships across the customer organization. Establishes an effective engagement model with key influencers and decision makers to maximize HPE’s impact.* Understands the partner landscape within the account, builds productive partner relationships, and maintains governance with the Partner Business Manager to align partner strategy.* Maintains up‐to‐date expertise in IT trends and technologies. Engages with CTO/CIO‐level stakeholders and positions HPE’s portfolio with relevant industry context and customer references.* Develops and executes a comprehensive account business plan, aligning strategic and tactical elements with internal stakeholders and ensuring consistent execution throughout the fiscal year.* Drives business performance across all HPE business units and manages the portfolio mix to optimize account profitability. Owns pipeline development and plays a central role in closing deals and orchestrating new business acquisition.* Builds strong relationships with key IT and business decision makers and expands HPE’s influence through the broader partner ecosystem.* Bachelor’s degree is preferred, ideally in engineering, computer science, or a related technology field; equivalent experience in technology delivery is acceptable.* Typically 5+ years of account management experience.* Experience in the IT industry preferred, including engagement with IT departments, mission‐delivery program managers, business development leaders, and senior design or systems engineers.* Experience within the Defense Industrial Base preferred, with familiarity in mission‐system technologies such as radar platforms, signals intelligence systems, and modeling and simulation environments.* Background in sales‐adjacent technical roles—such as Solution Architect, Sales/Pre‐Sales Engineer, or Enterprise Architect—is a plus, particularly roles embedded in complex sales cycles.* Active Clearance or eligible to hold a Clearance is a plus* Results Orientation — Demonstrates persistence and a strong drive to achieve outcomes despite obstacles.* Strategic Planning — Crafts a clear account vision aligned with HPE strategy and business‐unit priorities.* Sales Execution — Delivers effectively on near‐term sales objectives and engagements.* Continuous Learning — Actively expands knowledge and skills.* HPE Portfolio Expertise — Understands HPE solutions, value propositions, and competitive differentiators.* Team Leadership — Leads cross‐functional and distributed teams through complex sales cycles.* Relationship Building — Builds strong professional networks and leverages collaboration effectively.* Business Acumen — Builds and maintains knowledge of Defense Industrial Base
organization operating divisions, interprets mission deliverables and applies insights to public‐sector customers.* Communication — Listens actively and communicates value, plans, and proposals clearly to customers, partners, and internal teams.* Influencing and Negotiation — Applies effective techniques to guide decisions and reach agreement.* Operational Excellence — Demonstrates predictability, discipline, and strong internal execution.* Integrity — Acts ethically and consistently, even under pressure.* Industry Knowledge (Preferred) — Understands the Defense Industrial Base, IT enterprise architecture, mission-centric architecture delivery along with ecosystem partners to guide digital‐transformation planning.* Consulting Skills — Synthesizes technical and business insight to guide customers toward desired outcomes using HPE’s portfolio.* HPE Portfolio Knowledge: Builds and continually updates a thorough understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.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 made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: .**Hewlett Packard Enterprise**Technology innovation that fosters business transformation.We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives.Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.**COVID Policy**The health and safety of our team members, customers and partners is paramount at HPE. Accordingly,
be fully vaccinated against COVID-19 by the employment start date where permitted by law. Exemptions based on medical, religious or other grounds will be processed and approved in accordance with local laws.**Standards of Business Conduct (SBC)**The Hewlett Packard Enterprise Standards of Business Conduct (SBC) embody the fundamental principles that govern our ethical and legal obligations to Hewlett Packard Enterprise. They pertain not only to our conduct within the company but also to conduct involving our customers, channel partners, suppliers and competitors.Read more about how we**Equal Opportunity Employer (EEO)**Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law. Please click here: **.**If you’d like more information about your EEO right as an applicant under the law, please click here:**E-Verify**
**(US & PR only)**
HPE is an E-Verify employer. E-Verify is an Internet-based system that compares information from an employee's Form I-9, Employment Eligibility Verification, to data from U.S. Department of Homeland Security and Social Security Administration records to confirm the employment eligibility of all newly hired employees. For more information . You can also download the posters with information on legal rights and protection by clicking #J-18808-Ljbffr
organization operating divisions, interprets mission deliverables and applies insights to public‐sector customers.* Communication — Listens actively and communicates value, plans, and proposals clearly to customers, partners, and internal teams.* Influencing and Negotiation — Applies effective techniques to guide decisions and reach agreement.* Operational Excellence — Demonstrates predictability, discipline, and strong internal execution.* Integrity — Acts ethically and consistently, even under pressure.* Industry Knowledge (Preferred) — Understands the Defense Industrial Base, IT enterprise architecture, mission-centric architecture delivery along with ecosystem partners to guide digital‐transformation planning.* Consulting Skills — Synthesizes technical and business insight to guide customers toward desired outcomes using HPE’s portfolio.* HPE Portfolio Knowledge: Builds and continually updates a thorough understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.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 made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: .**Hewlett Packard Enterprise**Technology innovation that fosters business transformation.We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives.Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.**COVID Policy**The health and safety of our team members, customers and partners is paramount at HPE. Accordingly,
be fully vaccinated against COVID-19 by the employment start date where permitted by law. Exemptions based on medical, religious or other grounds will be processed and approved in accordance with local laws.**Standards of Business Conduct (SBC)**The Hewlett Packard Enterprise Standards of Business Conduct (SBC) embody the fundamental principles that govern our ethical and legal obligations to Hewlett Packard Enterprise. They pertain not only to our conduct within the company but also to conduct involving our customers, channel partners, suppliers and competitors.Read more about how we**Equal Opportunity Employer (EEO)**Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law. Please click here: **.**If you’d like more information about your EEO right as an applicant under the law, please click here:**E-Verify**
**(US & PR only)**
HPE is an E-Verify employer. E-Verify is an Internet-based system that compares information from an employee's Form I-9, Employment Eligibility Verification, to data from U.S. Department of Homeland Security and Social Security Administration records to confirm the employment eligibility of all newly hired employees. For more information . You can also download the posters with information on legal rights and protection by clicking #J-18808-Ljbffr