Enterprise Account Manager – Federal Public Sector

Role Overview

• 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.