Networking Account Manager
This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office.
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:
Jointly own and grow HPE Networking’s strategic relationships across named Queensland Government accounts within a shared territory and target structure. The Territory Account Manager works collaboratively with aligned account managers, specialists and partners to lead complex, multi-year networking and security opportunities, build trusted executive relationships, coordinate HPE and partner resources, and deliver sustainable revenue and customer outcomes across the patch.
Responsibilities:
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Own the end-to-end territory strategy for a portfolio of large Queensland Government departments and agencies, with clear priorities for retention, expansion, competitive displacement and new-logo growth.
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Develop and maintain robust account plans that connect agency priorities, digital strategies, operational risks, budget cycles and procurement pathways to actionable HPE Networking opportunities.
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Build trusted relationships across executive, business, technology, architecture, security, procurement and commercial stakeholders, including senior government decision-makers and key influencers.
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Lead consultative discovery and value-based selling engagements that translate policy, service-delivery and technology objectives into measurable business outcomes.
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Position HPE Networking’s portfolio across campus, data centre, branch, wireless, network management, SASE and security, drawing in specialist resources where required.
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Create and progress complex opportunities from early qualification through solution design, business case, tender, negotiation, closure and successful customer transition.
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Orchestrate cross-functional account teams spanning solution architects, specialists, services, customer success, finance, legal, supply chain, marketing and executive sponsors.
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Develop effective go-to-market plans with strategic partners and distributors with clear roles, governance and mutual accountability.
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Navigate Queensland Government procurement frameworks, panels, probity requirements, tender processes and commercial governance with discipline and integrity.
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Lead competitive strategy for major pursuits, including stakeholder mapping, win themes, partner alignment, commercial positioning, executive engagement and close plans.
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Maintain accurate opportunity forecast and pipeline data, with a strong focus on qualification, next actions, risk, timing, revenue and forecast integrity.
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Deliver quarterly and annual revenue targets while protecting long-term customer value and HPE’s commercial position.
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Identify and manage territory risks including incumbent lock-in, funding constraints, delayed procurement, partner conflict, supply issues and competitive pressure.
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Act as the accountable HPE Networking lead for the customer, ensuring commitments are understood, internal teams remain aligned and issues are escalated and resolved appropriately.
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Contribute leadership beyond the territory by coaching colleagues, sharing market intelligence and helping shape public-sector sales strategy and best practice.
Education and Experience Required:
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Minimum 8 years of successful enterprise technology sales or strategic account management experience, including substantial experience managing complex Queensland Government or Australian public-sector customers.
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Demonstrated record of achieving targets in large, multi-stakeholder accounts with long and complex sales cycles.
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Proven experience leading major networking, infrastructure, cloud, security or managed-services opportunities sometimes involving multiple delivery partners.
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Strong understanding of Queensland Government operating environments, budget cycles, procurement processes, panel arrangements, tendering, probity and commercial governance.
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The ability to relate to senior executives, technology leaders, architects, cyber security teams, procurement professionals and business stakeholders.
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Experience developing strategic account plans, executive engagement strategies, opportunity plans, forecasts and partner-led go-to-market motions.
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Tertiary qualification in business, technology or a related discipline is desirable; equivalent senior industry experience will be considered.
Knowledge and Skills:
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Executive presence and the ability to lead credible, outcome-focused conversations with senior government and HPE stakeholders.
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Deep commercial judgement, including advanced negotiation, deal structuring and the ability to balance short-term targets with long-term account value.
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Strong understanding of enterprise networking and adjacent security technologies, with the ability to connect technical capability to agency outcomes without relying on product-led selling.
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Highly developed account planning, stakeholder mapping, opportunity qualification, forecasting and pipeline-management discipline.
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Ability to influence and lead virtual teams without direct authority, creating clarity, pace and accountability across complex pursuits.
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Sophisticated partner-management capability, including the judgement to select, align and govern the right partners for each customer and opportunity.
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Excellent written and verbal communication skills, including executive briefings, tender responses, business cases, presentations and commercial correspondence.
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Calm, resilient and decisive under pressure, with the maturity to manage ambiguity, setbacks, escalations and competing priorities.
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High standards of integrity, customer advocacy and professional judgement, particularly when operating in regulated and probity-sensitive environments.
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Collaborative style and a willingness to coach others, share insight and strengthen the broader HPE team.
Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development
We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Unconditional Inclusion
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.
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Job:
Sales
Job Level:
Expert
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.
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