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HE
Hybrid Enterprise Account Manager – Federal Public Sector
Posted 1 hour ago
About the role
- Enterprise Account Manager focused on strategic deals and frame contracts with German defense customers. Collaborating with HPE divisions to drive IT transformation and develop long-term sales pipelines.
Responsibilities
- Focus on a select set of German defence customers and classified accounts, including both public and private defence clients.
- Drive both run-rate and strategic deals that are essential for the new military setup and HPE’s presence in Germany.
- Concentrate on a small number of large Federal Government clients, advancing the HPE value story around IT transformation; these clients are large, complex, demanding, and highly rewarding.
- Influence and drive frame contracts in the Federal Government (FedGov) area.
- Align early with critical partners and engage clients in the early sales phase to enable HPE to submit competitive, winning bids.
- Work across the Federal Government sector to execute existing frame contracts; coordinate with partners, distributors, and HPE experts to maximize top- and bottom-line results for HPE Germany.
- Serve as the primary HPE contact for the accounts.
- Lead initiatives within accounts to win multi-BU deals for HPE.
- Execute existing server frame contracts and secure additional framework agreements in the coming years.
- Build executive-level relationships within accounts.
- Partner with other HPE divisions and establish senior relationships within the defence-focused partner ecosystem.
- Emphasize triangulation between client, partner, and HPE experts.
- Hunt for new opportunities and expand existing customer relationships to develop short- and long-term sales pipelines.
- Develop in-depth knowledge of clients’ businesses, organizational structures, and future challenges to define and adapt solution roadmaps that meet business needs.
- Interface with internal and external industry experts to anticipate customer needs and facilitate solution development.
- Work closely with sales specialists, presales, support organizations, and business partners to orchestrate deal-specific sales teams and drive successful outcomes.
- Maintain awareness of competitors within accounts to strategically position the company’s solutions.
Requirements
- Security clearance appreciated (SÜ2/SÜ3).
- Academic degree in a business/economics or technical discipline.
- More than 15 years of sales experience with a focus on IT solutions/services sales, ideally with the capability to cover the HPE portfolio.
- Experience with public tenders and procurement procedures.
- Deep knowledge of the IT market.
- Demonstrated strong drive to win and willingness to go the extra mile to achieve exceptional results.
- Solid financial understanding.
- Strong balance of customer relationship management skills and solution expertise.
- Sales-oriented mindset with proven closing skills—identify opportunities, generate new business, and close deals.
- Excellent collaboration and leadership skills when working with other sales teams.
- Strong communication, presentation, and negotiation skills.
- Excellent German and English language skills.
Benefits
- Competitive salary and comprehensive benefits package (pension scheme, insurance, company car, bike and car leasing, and other fringe benefits).
- Work–life balance (flexible working hours and hybrid workplace model, 30 vacation days, four HPE Wellness Fridays, up to six months paid parental leave).
- Support for education, training, and career development.
- Diverse and dynamic work environment.
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