Enterprise Account Manager Air Force Central Continental United States at Hewlett Packard Enterprise

Texas, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Defense, Government, Information TechnologyIndustries

Requirements

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
Keen understanding of US DoD/US Air Force customer’s IT and operational objectives, priorities, requirements, unique funding and acquisition regulations, policies and challenges
Constantly develops information technology industry knowledge to position HPE’s portfolio in the accounts

Responsibilities

Manages several U.S. Department of Defense (DoD) and US Air Force accounts varying from large to small
Understands the US DoD/US Air Force 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
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
Articulates a connection between the US DoD and US Air Force core operational requirements and responsibilities
Has a keen understanding of DoD 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

Skills

Account Management

DoD Sales

US Air Force Accounts

IT Strategy

Acquisition Regulations

Pipeline Building

Deal Closing

Customer Relationships

Partner Ecosystem

Systems Integrator Collaboration

Hewlett Packard Enterprise

Provides enterprise IT solutions and services

About Hewlett Packard Enterprise

Hewlett Packard Enterprise provides enterprise IT solutions with a focus on cloud services, artificial intelligence, and edge computing. Their products include HPE Ezmeral for managing containers, HPE GreenLake for cloud services, and HPE Aruba for networking. These solutions help businesses improve their performance and adapt to digital changes. HPE's business model includes selling hardware, software, and services, as well as offering subscription-based services and long-term contracts. What sets HPE apart from competitors is its commitment to open-source projects and its active developer community, which supports collaboration and innovation. The company's goal is to empower organizations to transform digitally and optimize their operations.

Houston, TexasHeadquarters

1939Year Founded

IPOCompany Stage

Hardware, Enterprise Software, AI & Machine LearningIndustries

10,001+Employees

Risks

Integration challenges with Juniper Networks may delay AI-driven networking benefits.

Competition from startups like Flywheel could impact HPE's AI and cloud services.

HPE's acquisition strategy may strain resources and distract from core operations.

Differentiation

HPE's GreenLake offers a unique hybrid cloud platform for diverse IT environments.

HPE Ezmeral provides advanced container management, enhancing enterprise AI and analytics capabilities.

HPE's Aruba solutions integrate cloud security and networking for seamless, secure connectivity.

Upsides

HPE's acquisition of Juniper Networks boosts AI-driven innovation in networking.

OpsRamp acquisition enhances HPE's IT management with AI-based automation capabilities.

Axis Security integration strengthens HPE's cloud security offerings with SASE solutions.

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