Enterprise Account Manager -DISA - Dept of Defense

Enterprise Account Manager

This role has been designated as 'Remote / Teleworker', which means you will primarily work from home.

Manages Enterprise Account Manager -DISA - Dept of Defense manages several U.S. Department of Defense (DoD) / DISA accounts varying from large to small. Understands the US DoD / DISA customer's IT and operational objectives, priorities, requirements, unique funding and acquisition regulations, policies 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 operations. Develops and engages with the extended partner ecosystem to maximize HPE's presence in the accounts. Develops and engages with the HPE Federal Systems Integrator (FSI) team to maximize HPE's presence in these accounts. Constantly develops information technology industry knowledge to position HPE's portfolio in the accounts. 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.

Due to the responsibilities of this role, the candidate will need to reside in Virginia, DC, or Maryland (the DMV region).

Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

Responsibilities

• Articulates a connection between the US DoD and DISA core operational requirements and responsibilities
• Has a keen understanding of DoD and DISA funding cycles and Federal acquisition authorities / policies
• Builds and executes a plan to drive growth and profitability across HPE's portfolio. Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer. Leverages HPE programs and tools (e.g. Executive Sponsors, Customer Innovation Center, Discover, Workshops, etc.)
• Engages with the customer to identify opportunities. Translates customers' fiscal and operational challenges and goals into IT opportunities. Ensures a strong and rightsized pipeline funnel from the account team. Leads pipeline building activities for the accounts.
• Develops and maintains a professional relationship network within the customer to maximize efficiency and effectiveness for HPE. Understands and leverages the underlying principles for the customer organization's operational requirements / mission. Defines an engagement model with the customer's key influencers and decision makers.
• Develops and maintains an overview of the partners' landscape in the accounts. Develops partner relationships. Works with the HPE Partner Business Manager to assess and update the partner strategy for the accounts.
• Develops and updates expertise in IT technology. Articulates relevant modern trends in IT. Describes HPE's portfolio and references its use in other customers.
• Builds relationship and runs a regular account governance with the extended account team. Provides feedback to the account team members and relevant managers.
• Utilizes HPE tools and processes for customer advocacy. Leverages the existing tools
• Builds and executes basic account business plans for defined accounts. Manages the collective effort to build and maintain both strategic and tactical elements of the plan. Shares and aligns the plan with relevant stakeholders of the accounts.

Education and Experience

Knowledge and Skills

Impact / Scope

Complexity

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

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.