Account Executive Air Force & Space Force
Hewlett Packard Enterprise, Salt Lake City, UT, United States
Overview
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. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE. Responsibilities
Manages one or several larger US Air Force/Space Force accounts. Understands the customer’s IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE’s strategy. Drives business performance for all HPE BUs and manages the portfolio mix to optimize profitability of the account.Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business. Develops and engages with the extended partner ecosystem to maximize HPE’s presence in the account. Constantly develops information technology industry knowledge to position HPE’s portfolio in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer’s advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond. Leads and participates in management-level activities including the development of strategy and direction, mentoring, and cross-division collaboration as appropriate to the role. Manages a comprehensive account business plan for defined accounts, sharing and aligning the plan with relevant stakeholders of the account. Education And Experience
5+ years account management experience. 5+ Years of military experience with the US Air Force/Space Force or selling to this customer. 5+ years experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge desired. Proven history of managing and exceeding quotas in Sales roles, ability to manage current accounts with a major focus on bringing in and developing net new business. Experience in IT industry. Experience working as an IT leader, within an IT department, and/or working within customers is a plus. Active Government Security clearance preferred, must be eligible for Security Clearance if you do not have Experience dealing with Federal funding and contracting processes. University or bachelor’s degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired. Knowledge And Skills
Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation. Strategic Planning: Exceptional at articulating a vision for the future and a path to achieve it in an account business plan, aligned with the HPE strategy, direct leadership, and the HPE business units. Sales Execution: Able to efficiently deliver on short term sales engagements and objectives. Continuous Learning: Continuously and actively pursues own learning, and shares knowledge with team members. IT Industry Acumen: Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers. HPE Portfolio Knowledge: Builds and continually updates a comprehensive understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers\' customers. Team Leadership: Highly skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization. Network/Relationship Building: Highly skilled in creating strong professional relationships across all levels of the organizations internally and externally; understands and leverages the value of networks and collaboration. Two-way communication: Able to listen actively to understand the perspectives of others, and to articulate value propositions, plans, and proposals in language highly relevant to the customer, partner or internal stakeholder. Influencing and Negotiating: Understands and expertly leverages influencing and negotiation techniques. Business Acumen: Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results. Demonstrates thorough understanding of general business concepts and the economy. Able to understand financial reports and make relevant conclusions for planning. Similar principles apply to public sector organizations. Operational Excellence: Consistently able to show predictability and operational excellence both internally and externally. Integrity: Acts with integrity throughout complex situations even if under pressure. Vertical/Industry Knowledge Preferred: Understands the customer\'s industry landscape, enterprise architecture, and partner and influencer ecosystem, and is able to use this knowledge to build and advise the customer on its digital journey plan. Consulting: Can synthesize a number of skills and relevant knowledge to guide the customer through a process of achieving business outcomes leveraging HPE\'s portfolio. Impact/Scope
Typically manages 1 to many accounts representing moderate to high revenue for HPE. One or more accounts may be a large multi-national or global account. May manage a portion of a large Top Account, usually within an assigned vertical. Typically qualifies and closes large deals of moderate to high complexity and cross- BU scope. Works with all levels of decision-makers in the customer organization, including C-Level. Orchestrates regional pursuit resources for the account. Participates in account investment decisions about pricing and resources. Complexity
Leads highly complex sales engagements, project management and coordination to meet customer deadlines. Typically oversees engagements with cross-BU portfolio solutions. Additional Skills
Accountability, 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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more} What We Can Offer You
Health & Wellbeing We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing. Personal & Professional Development We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division. Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. Let\'s Stay Connected Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE. #unitedstates #sales Job Details
Job
Sales Job Level
Master The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. United States of America: Annual Salary USD 227,000 - 441,000 in Colorado; 216,000 - 507,000 in Alabama & Florida & New Mexico & Utah & 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 60%/40%. Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html The estimated job application period closure is June 29 2026; this timeline is provided for transparency and internal planning purposes. 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: Equal Employment Opportunity. Hewlett Packard Enterprise is 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 for employment qualified applicants with criminal histories. No Fees Notice & Recruitment Fraud Disclaimer It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates. Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.
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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. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE. Responsibilities
Manages one or several larger US Air Force/Space Force accounts. Understands the customer’s IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE’s strategy. Drives business performance for all HPE BUs and manages the portfolio mix to optimize profitability of the account.Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business. Develops and engages with the extended partner ecosystem to maximize HPE’s presence in the account. Constantly develops information technology industry knowledge to position HPE’s portfolio in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer’s advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond. Leads and participates in management-level activities including the development of strategy and direction, mentoring, and cross-division collaboration as appropriate to the role. Manages a comprehensive account business plan for defined accounts, sharing and aligning the plan with relevant stakeholders of the account. Education And Experience
5+ years account management experience. 5+ Years of military experience with the US Air Force/Space Force or selling to this customer. 5+ years experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge desired. Proven history of managing and exceeding quotas in Sales roles, ability to manage current accounts with a major focus on bringing in and developing net new business. Experience in IT industry. Experience working as an IT leader, within an IT department, and/or working within customers is a plus. Active Government Security clearance preferred, must be eligible for Security Clearance if you do not have Experience dealing with Federal funding and contracting processes. University or bachelor’s degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired. Knowledge And Skills
Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation. Strategic Planning: Exceptional at articulating a vision for the future and a path to achieve it in an account business plan, aligned with the HPE strategy, direct leadership, and the HPE business units. Sales Execution: Able to efficiently deliver on short term sales engagements and objectives. Continuous Learning: Continuously and actively pursues own learning, and shares knowledge with team members. IT Industry Acumen: Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers. HPE Portfolio Knowledge: Builds and continually updates a comprehensive understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers\' customers. Team Leadership: Highly skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization. Network/Relationship Building: Highly skilled in creating strong professional relationships across all levels of the organizations internally and externally; understands and leverages the value of networks and collaboration. Two-way communication: Able to listen actively to understand the perspectives of others, and to articulate value propositions, plans, and proposals in language highly relevant to the customer, partner or internal stakeholder. Influencing and Negotiating: Understands and expertly leverages influencing and negotiation techniques. Business Acumen: Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results. Demonstrates thorough understanding of general business concepts and the economy. Able to understand financial reports and make relevant conclusions for planning. Similar principles apply to public sector organizations. Operational Excellence: Consistently able to show predictability and operational excellence both internally and externally. Integrity: Acts with integrity throughout complex situations even if under pressure. Vertical/Industry Knowledge Preferred: Understands the customer\'s industry landscape, enterprise architecture, and partner and influencer ecosystem, and is able to use this knowledge to build and advise the customer on its digital journey plan. Consulting: Can synthesize a number of skills and relevant knowledge to guide the customer through a process of achieving business outcomes leveraging HPE\'s portfolio. Impact/Scope
Typically manages 1 to many accounts representing moderate to high revenue for HPE. One or more accounts may be a large multi-national or global account. May manage a portion of a large Top Account, usually within an assigned vertical. Typically qualifies and closes large deals of moderate to high complexity and cross- BU scope. Works with all levels of decision-makers in the customer organization, including C-Level. Orchestrates regional pursuit resources for the account. Participates in account investment decisions about pricing and resources. Complexity
Leads highly complex sales engagements, project management and coordination to meet customer deadlines. Typically oversees engagements with cross-BU portfolio solutions. Additional Skills
Accountability, 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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more} What We Can Offer You
Health & Wellbeing We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing. Personal & Professional Development We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division. Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. Let\'s Stay Connected Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE. #unitedstates #sales Job Details
Job
Sales Job Level
Master The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. United States of America: Annual Salary USD 227,000 - 441,000 in Colorado; 216,000 - 507,000 in Alabama & Florida & New Mexico & Utah & 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 60%/40%. Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html The estimated job application period closure is June 29 2026; this timeline is provided for transparency and internal planning purposes. 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: Equal Employment Opportunity. Hewlett Packard Enterprise is 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 for employment qualified applicants with criminal histories. No Fees Notice & Recruitment Fraud Disclaimer It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates. Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.
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