HPE Networking SLED Account Manager

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Manages several SLED accounts. Understands the SLED and lower department’s IT and operational objectives, priorities, requirements, unique funding and acquisition regulations, policies, and challenges, and adds value by implementing HPE’s strategy. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance for process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine the best method for accomplishing work and achieving objectives.

Due to the responsibilities of this role, this requires a US citizen located in DC or Virginia.

Responsibilities:

• Responsible for creating and driving the sales pipeline within SLED
• Has a keen understanding of SLED funding cycles and acquisition authorities/policies.
• Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others.
• Builds and maintains long-term relationships with key decision-makers
• Maintains knowledge of competitors in accounts to strategically position the company's products and services.
• Uses specialty expertise to seek out new opportunities and expand/enhance existing ones to build the pipeline and drive pursuit.
• Establishes a professional, consultative relationship with clients, including C-level personas, by developing a core understanding of their unique business needs within the federal government.
• Works with and leverages external partners to deliver sales.
• Directs or coordinates supporting sales activities.
  Education and Experience Required:
• 8+years of advanced sales experience.
• 5+ years of technology experience
• 3+ years of networking experience
• Due to the responsibilities of this role, this requires a US citizen located in DC or Virginia.
• SLED experience is strongly preferred
• Demonstrated achievement of success with progressively higher quotas, diversity of business customers, and higher-level customer interfaces.
• Extensive selling experience within the industry and on similar products.

• Knowledge and Skills:
• Understanding of solution and outcome-based selling.
• Self-starter with the ability to ramp up quickly.
• Considered an expert in products, as well as competitor offerings, to sell large solutions.
• Understands the industry and market segment in which key accounts are situated and integrates this knowledge into consultative selling.
• Applies program/project management methods and processes to define, plan, cost, resource, track, and ensure successful pursuit.
• Skilled in account planning and accurate account revenue forecasting.
• Cultivates and maintains positive relationships with customers to ensure account retention and growth, positioning the company as the preferred vendor.
• Establishes a professional working relationship, up to the executive level, with clients.
• Demonstrates leadership and initiative in successfully driving specialty sales in accounts—prospecting, negotiating, and closing deals.
• Demonstrates high product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
• Deep knowledge of product, solution, or service offerings, as well as competitor offerings.
• Understands how to leverage the company's portfolio to gain competitive advantage.
• Utilizes Salesforce expertly and accurately forecasts business.
• Understands and sells high-value software solutions.
• Skilled in selling services.
• Leverages services as part of strategic product sales.
• Maintains expertise in industry trends
• Maintains expertise in IT at all levels—new applications, maintenance, typical CIO budgets, objectives, measures, and metrics.