Senior Federal Account Manager - Civilian
This role has been designated as 'Remote/Teleworker', which means you will primarily work from home.
Job Description:Hewlett Packard Enterprise (HPE) is seeking a Federal Account Manager - US Federal Civilian Team
This role serves as the primary account leader responsible for driving growth, profitability, and long-term strategic positioning of HPE Networking across US Federal Civilian accounts. The Account Manager will understand the customers' mission, clinical and benefits delivery priorities, modernization initiatives, and digital transformation journey, and translate those priorities into impactful HPE solutions spanning hybrid cloud, data, AI, security, edge, storage, and high-performance infrastructure.
This position requires a recognized leader who can operate at the highest levels of both HPE and our customers, influence executive decision makers, orchestrate complex deal teams, and build durable relationships that position HPE as a critical long-term technology partner to the agency.
There is a strong preference for locations on the req, but depending on the experience the team may be open to considering those with experience supporting this area of the Federal government that are qualified US citizens located within the Continental US in locations not listed on the req. Key ResponsibilitiesStrategic Account Leadership- Own the development and execution of a comprehensive account strategy and business plan.
- Align HPE's strategy and portfolio to mission priorities, clinical systems, benefits systems, and modernization initiatives.
- Position HPE as a long-term strategic partner across IT, clinical, Networking, data center, and edge environments.
Executive Engagement & Value Selling- Build trusted relationships with customer executives, program leaders, and technical decision makers, including C-level and SES leadership.
- Articulate a compelling business value framework connecting customer priorities and KPIs to HPE solutions.
- Influence customer decision making by demonstrating how HPE drives mission outcomes, operational resilience, and cost efficiency.
Pipeline Development & Deal Execution- Lead and govern all pipeline creation activities for the account.
- Identify, qualify, and develop high-value opportunities across short-, mid-, and long-term horizons.
- Orchestrate complex, cross-BU deal teams and partners to drive large, strategic deals to closure.
- Maintain strong governance across the opportunity lifecycle and ensure clear ownership across the extended team.
Cross-Portfolio Growth- Drive growth across the entire HPE portfolio including compute, storage, networking, hybrid cloud, GreenLake, AI, data platforms, and services.
- Expand HPE's presence and margin by positioning higher-value strategic solutions aligned to modernization efforts.
- Leverage HPE executive sponsor programs, BU resources, and internal tools to improve account performance.
Partner Ecosystem Development- Build and manage an effective partner ecosystem aligned to customer initiatives.
- Collaborate with Partner Business Managers to evolve and govern partner strategy within the account.
Technology Leadership & Industry Expertise- Maintain deep knowledge of modern IT trends including hybrid cloud, AI/ML, cybersecurity, edge, and digital health systems.
- Engage credibly with CIO, CTO, and architecture teams on future-state technology direction.
- Share knowledge and mentor extended HPE team members.
Customer Advocacy & Team Leadership- Lead the extended account team through structured governance and collaboration.
- Function as the customer's advocate within HPE to improve experience, delivery, and outcomes.
- Provide feedback to internal organizations to enhance support of the overall mission.
QualificationsEducation & Experience- 5+ years of experience selling to Federal government
- 8+ years of Direct sales experience within technology
- 5+ years of experience selling to Federal government customers
- 2+ years of Networking sales experience
- Available to travel to client site as needed (50%)
- Comfortable with an enterprise and transactional sales model
- Skilled at balancing immediate demands with long-term strategic goals
- There is a strong preference for locations on the req, but depending on the experience the team may be open to considering those with experience supporting this area of the Federal government that are qualified US citizens located within the Continental US in locations not listed on the req.
Knowledge & Skills- Exceptional strategic planning and account leadership capability.
- Strong executive presence and ability to influence senior government leaders.
- Deep understanding of IT industry trends and enterprise architectures.
- Broad knowledge of HPE's portfolio and how to apply it to mission outcomes.
- Highly skilled at leading matrixed teams across business units and partners.
- Strong business acumen and understanding of Federal acquisition and budgeting processes.
- Operational discipline and predictable execution.
- High integrity and customer-first mindset.
Scope & Impact- Owns one of HPE's most strategic Federal accounts.
- Leads complex sales engagements spanning multiple HPE business units.
- Regularly engages with executive-level customer decision makers.
- Influences account investment, pricing strategy, and resource alignment.
- Drives opportunities of significant size and complexity with cross-portfolio scope.
AccessibilityWhat We Can Offer You:Health & WellbeingWe 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 DevelopmentWe 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 InclusionWe are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.
Let's Stay Connected:Job:Sales
Job Level:Expert
"The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level.
- United States of America: Annual Salary USD 198,000 - 465,500 in Virginia
This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 50%/50%."
Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html
