Enterprise Account Manager, Expansion - Defense Industrial Base

Enterprise Account Manager, Expansion - Defense Industrial Base

  

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

   

Hewlett Packard Enterprise (HPE) is seeking a highly motivated Federal Account Manager to drive net-new business growth across the Defense Industrial Base (DIB) and Federal Systems Integrator community. This role focuses on identifying and capturing new opportunities by deeply understanding mission platforms, program requirements, technical baselines and the business sectors of leading Defense Federal System Inegrators. Ability to expand HPE’s presence across Federal mission environments with innovative solutions spanning AI, hybrid cloud, high‑performance computing, edge compute, networking, storage, and mission‑critical infrastructure. The ideal candidate is a strategic seller with a proven ability to break into large mission centric providers, navigate complex acquisition landscapes, and orchestrate cross‑functional teams to win transformational opportunities.

Experience within the Defense Industrial Base is preferred, including direct engagement with major primes such as Northrop Grumman and familiarity with mission‑critical defense platforms and programs. Candidates should understand how radar systems, signals intelligence architectures, modeling and simulation environments, and other mission‑system technologies are engineered, integrated, and fielded. Success requires the ability to interpret program requirements, acquisition drivers, and engineering baselines to translate that insight into infrastructure solutions that enhance mission performance, survivability, and decision advantage. Candidates must be comfortable working with program offices, engineering authorities, capture teams, and subcontractor ecosystems to position HPE solutions in alignment with mission outcomes and long‑term modernization roadmaps.

We will look for this individual to drive net-new business acquisitions across the entire HPE portfolio mix to identify whitespace, shape opportunities early, and position HPE infrastructure as a mission enabler. Continuously develop industry and technology expertise to position HPE’s portfolio effectively and owns pipeline development to play a central role in closing deals. Guides, engages, and provides feedback to the extended account team while serving as the customer’s advocate within HPE.

Responsibilities:

• Aligns the customer’s KPIs, business priorities, and mission objectives to HPE solutions, clearly articulating business value and influencing executive decision‑making. Positions HPE as a strategic partner and contributes insight into the customer’s innovation and digital‑transformation agenda.
• Builds and executes a structured account plan to drive growth and profitability across the full HPE portfolio. Positions strategic solutions, presents technology choices that expand HPE’s footprint, and leverages internal programs and executive sponsorship to improve business performance.
• Understands the elements that matter in the Defense Industrial Base to include mission context (programs and Platforms that supports operational mission, program structure, technical baselines (radar processing chains, SIGINT workflows, modeling/simulation environments, edge compute constraints, and data‑movement patterns) and operational constraints (contested environments, disconnected operations, cyber‑resilience requirements, and lifecycle sustainment).
• Engages customers to identify opportunities and translate mission and business challenges into IT initiatives. Owns pipeline development, leads early‑stage engagements, and drives deals to closure through coordinated efforts across the account team and partners.
• Develops strong executive and stakeholder relationships across the customer organization. Establishes an effective engagement model with key influencers and decision makers to maximize HPE’s impact.
• Understands the partner landscape within the account, builds productive partner relationships, and maintains governance with the Partner