Sales Hunter, Department of Defense
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Job Description
Department of Defense sales hunter managing US DoD accounts for Hewlett Packard Enterprise, a global edge-to-cloud technology company. Driving pipeline, complex deal closure, partner ecosystems, and profitable HPE portfolio growth.
Responsibilities:
- Manage several large US Department of Defense accounts
- Understand customer IT and business objectives, priorities, requirements, and challenges, and implement HPE’s strategy
- Drive business performance across HPE business units and optimize account portfolio profitability
- Build pipeline, support and close deals, and orchestrate multidisciplinary deal teams
- Build relationships with customer IT and business influencers and decision-makers, including C-level executives
- Develop and engage the partner ecosystem to maximize HPE’s presence in accounts
- Maintain IT industry knowledge and position HPE’s portfolio within customer accounts
- Lead and provide feedback to extended account team members
- Act as the customer’s advocate inside HPE
- Plan account activity to deliver results through the financial year and beyond
- Develop and execute comprehensive account business plans
- Lead complex, cross-business-unit sales engagements and coordinate pursuit resources
- Identify, develop, and close high-value short-, mid-, and long-term opportunities
- Govern pipeline, deal ownership, account teams, and partner networks
- Present technology choices and business value frameworks to customers
- Coordinate with HPE organizations to improve customer experience, satisfaction, and loyalty
- Mentor and guide lower-level employees
Requirements:
- 5+ years of sales experience in an enterprise environment
- 3+ years of successful sales experience hunting net new business and white space
- 5+ years of military experience with the US Department of Defense/Department of War or selling to this customer
- 5+ years of experience in big data, hybrid IT, IT services, digital business, information security, AI, and intelligent edge desired
- Proven history of managing and exceeding sales quotas
- Ability to manage current accounts while bringing in and developing net new business
- Experience in the IT industry
- Experience working as an IT leader, within an IT department, and/or with customers is a plus
- Active government security clearance preferred; must be eligible for security clearance if not already held
- Experience with federal funding and contracting processes
- University or bachelor’s degree preferred, or equivalent experience
- Engineering or technology education, advanced degree, or MBA desired
- Expertise in IT technology trends and HPE products, solutions, and services
- Ability to lead dispersed and indirect teams in a complex matrix organization
- Ability to build professional relationships with internal and external stakeholders
- Knowledge of business concepts, financial reports, public-sector organizations, and operational excellence
- Understanding of customer industry landscape, enterprise architecture, partner and influencer ecosystem preferred
Benefits:
- Health and wellbeing benefits supporting physical, financial, and emotional wellbeing
- Personal and professional development programs
- Career growth opportunities and programs to become a knowledge expert or move to another division
- Flexible work arrangements to manage work and personal needs
- Inclusive workplace culture
- Employee benefits offered in the US (linked in posting)
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