Enterprise Account Manager - Defence

Enterprise Account Manager - Defence

This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE office.

Job Description:

The Enterprise Account Manager (EAM) is responsible for managing HPE’s Defence portfolio, developing a deep understanding of the customer’s IT and business objectives, priorities, requirements, and challenges. The role adds value by aligning and executing HPE’s strategy to drive measurable customer and business outcomes.  The EAM drives overall business performance across all HPE Business Units, actively managing the Defence portfolio mix to optimise growth, margin, and long-term profitability. They are accountable for pipeline generation, supporting deal progression through to close, and orchestrating cross-functional deal teams to deliver successful outcomes.  This role builds, maintains, and expands strong customer relationships with key influencers and decision-makers across IT and business, positioning HPE as a trusted strategic partner. The EAM also develops and engages the extended partner ecosystem to maximise HPE’s presence, relevance, and competitive advantage within the Defence portfolio.  They continuously build and apply industry, technology, and market knowledge to position HPE’s portfolio effectively and credibly within the account. The role leads the extended account team by orchestrating, engaging, guiding, and providing feedback to ensure alignment, accountability, and performance.  Acting as the customer’s advocate within HPE, the EAM develops and executes account plans that deliver results across the financial year and establish a strong foundation for sustained, long-term growth.

Key Responsibilities

• Align business outcomes to IT strategy
  Articulate a clear, two-way connection between the customer’s core KPIs, business priorities, and initiatives, and the IT solutions that support them. Influence executive decision-making by clearly describing the business value and relevance of HPE’s solutions. Position HPE as mission-critical to the customer’s success. Where appropriate, understand the customer’s innovation agenda and digital journey, and provide informed input. Build and maintain a robust business value framework for the customer.
• Drive portfolio growth and profitability
  Build and execute a structured, repeatable plan to drive growth and profitability across HPE’s portfolio. Accelerate adoption of HPE’s strategic value portfolio through effective positioning with the customer. Formulate and present technology choices that expand HPE’s presence, relevance, and margin within the account. Leverage HPE programs and tools (e.g. Executive Sponsorship, BU deal support, supply-chain programs) to improve business performance. Contribute to internal deal, forecast, and sales-planning reviews.
• Own pipeline development and deal execution
  Engage proactively with customers to identify opportunities and translate business challenges and goals into actionable IT initiatives. Ensure a strong, right-sized pipeline for the account. Lead pipeline-building activities, engaging account team members as appropriate. Identify and develop short- and mid-term opportunities, leading early-stage engagements. Maintain accountability for deal progression and closure, driving outcomes through a multi-disciplinary team, including partners.
• Build and leverage executive relationships
  Develop and maintain a professional relationship network within the customer to maximise effectiveness and efficiency for HPE. Understand how the customer organisation operates and leverage this insight to build influence. Establish trusted relationships with senior executives and define an effective engagement model with key influencers and decision-makers.
• Lead partner ecosystem strategy
  Maintain a current view of the partner landscape within the account. Develop and strengthen partner relationships and run an active governance model for the partner ecosystem. Collaborate with the Partner Business Manager to assess, refine, and execute the partner strategy for the account.
• Maintain technology and industry leadership
  Continuously develop expertise in IT technologies and industry trends. Engage, where appropriate, with customer CTOs and CIOs. Articulate relevant modern IT trends and position them effectively with customer executives. Clearly describe HPE’s portfolio, supported by relevant customer use cases and outcomes.
• Lead and govern the extended account team
  Build, develop, and lead the extended account team. Establish governance and empower team members to engage at multiple levels within the account. Implement a recurring feedback and performance cadence for account team members and their managers.
• Champion customer advocacy and experience
  Provide feedback into broader HPE organisations and coordinate with customer-facing teams to improve the end-to-end customer experience. Utilise HPE tools and processes to advocate for the customer and drive satisfaction, loyalty, and long-term value.
• Own account planning and execution
  Develop, maintain, and execute a comprehensive account business plan for defined accounts. Lead the collective effort to manage both strategic and tactical elements of the plan. Share, align, and review the plan regularly with relevant internal and external stakeholders.

Education and Experience:

• Australian Citizenship is mandatory, as the role requires the ability to obtain and maintain an Australian Government Security Clearance.
• Bachelor’s degree or equivalent experience preferred.
• Typically 6–10+ years of experience in enterprise or strategic account management.
• Experience within the IT industry is preferred; experience working within an IT department and/or directly within customer environments is advantageous.
• Experience within the Defence sector or supporting government customers is highly desirable.

Knowledge and Skills:

• Results Orientation: Demonstrates a strong will to win, persistence in the face of obstacles, and a clear focus on delivering measurable results.
• Strategic Account Planning: Articulates a compelling future-state vision and a clear path to achieve it through a structured account business plan aligned to HPE strategy, leadership priorities, and Business Units.
• Sales Execution Excellence: Consistently delivers on short-term sales objectives while maintaining momentum on long-term strategic opportunities.
• Continuous Learning Mindset: Actively pursues ongoing learning to remain relevant, effective, and informed in a rapidly evolving market.
• IT Industry Acumen: Builds and maintains deep knowledge of leading-edge IT developments and technology trends and understands their potential impact on customers.
• HPE Portfolio Expertise: Develops and continually updates a strong understanding of HPE products, solutions, and services, including value propositions, competitive differentiation, and customer benefits.
• Team Leadership in a Matrix Environment: Effectively leads and influences extended, cross-functional, and dispersed teams through complex sales engagements.
• Relationship and Network Building: Builds trusted professional relationships and effectively leverages internal and external networks to drive collaboration and outcomes.
• Two-Way Communication: Listens actively to understand diverse perspectives and clearly articulates value propositions, plans, and proposals in language relevant to customers, partners, and internal stakeholders.
• Influencing and Negotiation: Applies influencing and negotiation techniques effectively to drive alignment, resolve complexity, and achieve mutually beneficial outcomes.
• Business and Financial Acumen: Understands how organisations operate to deliver outcomes and how decisions impact business results. Demonstrates the ability to interpret financial reports and apply insights to planning, including in public sector and Defence contexts.
• Operational Excellence and Predictability: Demonstrates strong operational discipline, delivering predictable outcomes internally and externally.
• Integrity and Professionalism: Acts with integrity and sound judgment, particularly in complex or high-pressure situations.
• Industry and Vertical Insight (Preferred): Understands the customer’s industry landscape, enterprise architecture, and partner and influencer ecosystem, and uses this insight to advise on digital and transformation journeys.
• Consultative Selling: Synthesises business, technical, and commercial expertise to guide customers through achieving business outcomes using HPE’s portfolio.

Impact/Scope:

• Manages HPE’s Defence portfolio, with accountability for overall customer engagement, growth, and performance.
• Qualifies, pursues, and closes large, complex, cross-Business Unit deals, often involving multiple stakeholders and solution domains.
• Engages effectively with all levels of the customer organisation, including senior executives and operational leaders.
• Orchestrates regional and specialist pursuit resources to support account strategy and deal execution.
• Contributes to account investment decisions, including pricing strategy, resource allocation, and pursuit prioritisation.

Complexity

• Leads high-complexity sales engagements, coordinating multi-disciplinary teams to meet customer, commercial, and delivery timelines.
• Oversees opportunities involving integrated, cross-BU portfolio solutions, requiring strong governance, coordination, and executive alignment.

Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

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.

Job:

Sales

Job Level:

Expert

    

    

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.

   

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It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates.  These scammers often seek to obtain personal information or money from candidates.

 

Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process.  The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.