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.