Associate Major Account Manager – Federal

Hewlett Packard Enterprise

Account Manager for Federal Civilian accounts focused on developing new business and expanding customer relationships. Engaging directly with key decision makers and managing end-to-end sales campaigns.

Posted 6/26/2026full-timeRemote • Maryland, Virginia • 🇺🇸 United StatesJuniorMid-Level💰 $161,000 - $378,000 per yearWebsite

About the role

Key responsibilities & impact

Build, manage, and execute strategic account plans that identify growth opportunities across assigned Federal Civilian agencies
Develop new business opportunities while expanding existing customer relationships and revenue within assigned accounts
Coordinate with account management peers to identify, acquire, and develop whitespace opportunities across Federal Civilian accounts
Apply consultative-selling techniques to understand customer mission needs, business challenges, technical requirements, procurement priorities, and acquisition timelines
Engage directly with customers, including management-level contacts, key decision makers, technical stakeholders, procurement teams, and executive sponsors
Develop and maintain strong relationships with Federal customers, external partners, value-added resellers, and systems integrators to advance complex solution sales
Identify customer requirements, align them to company capabilities, and position appropriate solutions based on mission, technical, operational, and procurement needs
Manage end-to-end sales campaigns, including qualification, strategy, partner alignment, pricing, negotiation, and close
Own quarterly, half-yearly, and annual quota performance, including revenue, margin, pipeline generation, and forecast accuracy
Enter and maintain all opportunities in the company pipeline tool, ensuring updates are completed weekly with accurate next steps, close plans, and forecast status
Deliver regular account reviews and business plans to sales leadership, including pipeline development, customer priorities, partner strategy, forecast assumptions, competitive positioning, and support requirements
Identify and execute margin recovery strategies when needed
Maintain high levels of customer trust, loyalty, and professional credibility through consistent follow-up, business alignment, and execution

Requirements

What you’ll need

U.S. citizenship required
3+ years of field sales experience required
Experience selling into Federal Civilian agencies required
Bachelor’s degree preferred
Experience covering Federal Financials, Department of Transportation, Department of Homeland Security, and Department of Justice accounts preferred
Experience managing complex technology sales cycles across networking, security, data center, wireless, or enterprise infrastructure solutions preferred
Demonstrated ability to build pipeline, develop whitespace opportunities, manage large opportunities, forecast accurately, and close business in the Federal market

Benefits

Comp & perks

Health & Wellbeing
Personal & Professional Development
Unconditional Inclusion

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

field sales experienceconsultative-selling techniquespipeline developmentforecast accuracymargin recovery strategiescomplex technology sales cyclesnetworking solutionssecurity solutionsdata center solutionsenterprise infrastructure solutions

Soft Skills

relationship managementcustomer trustloyaltyprofessional credibilitycommunicationnegotiationstrategic planningbusiness alignmentexecutioncollaboration