Federal System Integrator Account Manager

Federal System Integrator Account Manager

  

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

Job Description:

   

We are looking for a Federal System Integrator Account Manager to drive growth across a portfolio of strategic defense and federal contractor accounts, including major systems integrators supporting government programs and initiatives. This role is focused on developing new business opportunities, managing customer relationships, and selling HPE networking solutions into both corporate IT environments and program-based opportunities. The ideal candidate will bring experience supporting Federal System Integrators, a strong networking foundation, and the ability to navigate complex customer environments while building long-term growth within the territory.

Responsibilities:

• Coordinates/Owns account plans for strategic commercial accounts in the account planning process
• Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions.
• Uses specialty to leverage existing opportunities and branch into more than one BU in the account.
• Establishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs.
• Engages partners effectively to improve win rates on selective deals.
• Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
• Generates leads for company volume products and certain value products and collaborates with other specialists or partners as needed.
• Responsible for achieving/managing quarterly, half yearly or yearly quota.
• Enters opportunities in pipeline tools and updates them weekly. Recommends and Implements Pipeline management practices.
• Sell solutions that include hardware, software and services.
• Build and deploy a territory account plan that includes working with partners, specialists.
• Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.
• Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
• Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Direct or Indirect).
• Reviews and designs sales policy and strategy.

Education and Experience Required:

• University or Bachelor's degree preferred.
• 5-8 years of experience as referenced above.
• Experience supporting Federal System Integrator (FSI) accounts, federal contractors, or defense industry customers preferred.
• Experience selling into federal programs, government contractors, or highly regulated customer environments preferred.
• Active Top Secret security clearance preferred
• Account management experience required.
• Working knowledge of enterprise networking technologies including routing, switching, firewalls, and Layer 2/Layer 3 networking concepts preferred.
• Must reside in Maryland; remote role with approximately 30% domestic travel required.

Knowledge and Skills:

• Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs.
• Ability to coordinate internal and external partners to deliver appropriate solution sale.
• Able to interface with senior levels internal to the company and external client and partner groups.
• Knows when to adjust business plans based on ac