Enterprise Account Manager, Expansion - Defense Industrial Base

HPE

All, VA

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 onfinding 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.

Job Description:

Hewlett Packard Enterprise (HPE) is seeking a highly motivated Federal Account Manager to drive net-new business growth across the Defense Industrial Base (DIB) and Federal Systems Integrator community. This role focuses on identifying and capturing new opportunities by deeply understanding mission platforms, program requirements, technical baselines and the business sectors of leading Defense Federal System Inegrators. Ability to expand HPE’s presence across Federal mission environments with innovative solutions spanning AI, hybrid cloud, high‑performance computing, edge compute, networking, storage, and mission‑critical infrastructure. The ideal candidate is a strategic seller with a proven ability to break into large mission centric providers, navigate complex acquisition landscapes, and orchestrate cross‑functional teams to win transformational opportunities.

Experience within the Defense Industrial Base is preferred, including direct engagement with major primes such as Northrop Grumman and familiarity with mission‑critical defense platforms and programs. Candidates should understand how radar systems, signals intelligence architectures, modeling and simulation environments, and other mission‑system technologies are engineered, integrated, and fielded. Success requires the ability to interpret program requirements, acquisition drivers, and engineering baselines to translate that insight into infrastructure solutions that enhance mission performance, survivability, and decision advantage. Candidates must be comfortable working with program offices, engineering authorities, capture teams, and subcontractor ecosystems to position HPE solutions in alignment with mission outcomes and long‑term modernization roadmaps.

We will look for this individual to drive net-new business acquisitions across the entire HPE portfolio mix to identify whitespace, shape opportunities early, and position HPE infrastructure as a mission enabler. Continuously develop industry and technology expertise to position HPE’s portfolio effectively and owns pipeline development to play a central role in closing deals. Guides, engages, and provides feedback to the extended account team while serving as the customer’s advocate within HPE.

Responsibilities:

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.

Education and Experience:

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

Knowledge and Skills:

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.

Impact/Scope:

Manages one or more accounts representing new revenue generation, including portions of large national defense accounts.
Qualifies and closes large, moderately complex, cross‑portfolio deals.
Engages with decision makers at all organizational levels for both direct enterprise IT business and mission-centric platform and program business.
Orchestrates regional pursuit resources and contributes to pricing and resource investment decisions.

Leadership and Collaboration:

Leads complex sales engagements requiring coordination, project management, and deadline discipline.
Oversees opportunities involving cross‑business‑unit solutions and multi‑technology portfolios.

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:

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Job:

Sales

Job Level:

Expert

"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 194,500 - 456,500 in District of Columbia & Maryland & 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

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.

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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.

Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendorswill 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.