Sales Hunter
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Job Description
Department of Defense sales hunter managing major US DoD accounts for Hewlett Packard Enterprise’s edge-to-cloud technology business. Driving HPE portfolio growth, complex deal closure, and executive customer relationships.
Responsibilities:
- Manage several large US Department of Defense accounts
- Understand customer IT and business objectives, priorities, requirements, and challenges
- Implement HPE’s strategy and drive business performance across HPE business units
- Manage portfolio mix to optimize account profitability
- Build pipeline and support and orchestrate deal closing
- Develop customer relationship networks with IT and business influencers and decision-makers
- Develop and engage the partner ecosystem to maximize HPE’s presence in accounts
- Maintain IT industry knowledge and position HPE’s portfolio
- Lead and guide extended account teams and provide feedback
- Advocate for customers internally at HPE
- Plan account performance for the financial year and beyond
- Build and execute comprehensive account business plans
- Lead complex sales engagements, deal governance, project management, and cross-business-unit coordination
- Influence customer executives, including C-level stakeholders, through HPE solution value propositions
- Identify, develop, and close high-value short-, mid-, and long-term opportunities
- Manage multidisciplinary teams and partners through complex deals
- Maintain partner landscape and governance processes
- Develop expertise in IT technologies and advise customers on digital journeys
- Mentor HPE employees and provide feedback to other HPE organizations
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 within 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
- Unique mastery and recognized authority in relevant subject matter, technologies, theories, and techniques
- Ability to lead large cross-division functional teams or projects
- Ability to develop strategy and set functional policy and direction
- Strong results orientation and persistence
- Exceptional strategic planning and account business planning skills
- Sales execution capability
- Continuous learning and knowledge sharing
- Comprehensive IT industry and technology-trend knowledge
- Comprehensive HPE product, solution, and service portfolio knowledge
- Team leadership in complex matrix organizations
- Professional network and relationship-building expertise
- Two-way communication, influencing, and negotiating skills
- Business and financial acumen, including understanding financial reports
- Operational excellence and integrity
- Customer industry, enterprise architecture, partner ecosystem, and consulting knowledge preferred
Benefits:
- Health and wellbeing benefits supporting physical, financial, and emotional wellbeing
- Personal and professional development programs
- Flexible work arrangements to manage work and personal needs
- Unconditional inclusive workplace
- Career development opportunities and knowledge-expert programs
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