• Own the development and execution of a comprehensive account strategy and business plan. • Align HPE’s strategy and portfolio to mission priorities, clinical systems, benefits systems, and modernization initiatives. • Position HPE as a long-term strategic partner across IT, clinical, data center, and edge environments. • Build trusted relationships with customer executives, program leaders, and technical decision makers. • Articulate a compelling business value framework connecting customer priorities and KPIs to HPE solutions. • Influence customer decision making by demonstrating how HPE drives mission outcomes, operational resilience, and cost efficiency. • Lead and govern all pipeline creation activities for the account. • Identify, qualify, and develop high-value opportunities across short-, mid-, and long-term horizons. • Orchestrate complex, cross-BU deal teams and partners to drive large, strategic deals to closure. • Drive growth across the entire HPE portfolio including compute, storage, networking, hybrid cloud, GreenLake, AI, data platforms, and services. • Build and manage an effective partner ecosystem aligned to customer initiatives. • Maintain deep knowledge of modern IT trends including hybrid cloud, AI/ML, cybersecurity, edge, and digital health systems. • Lead the extended account team through structured governance and collaboration.

• Build and expand net new business by consistently generating pipeline meetings through targeted prospecting activities and leveraging insights from existing customer accounts. • Leverage the MEDDIC playbook to qualify opportunities rigorously, identify key stakeholders, and drive alignment with customer metrics and business outcomes. • Maintain the highest level of CRM hygiene in Salesforce, ensuring all daily activities, interactions, and pipeline data are accurately tracked and managed for strategic decision-making. • Deliver compelling presentations and high-level demonstrations tailored to highlight Arango’s unique value and align solutions with customer business objectives. • Collaborate cross-functionally with Technical PreSales, Marketing, and Customer Success teams to uncover and articulate the business benefits of Arango, driving adoption across enterprise organizations. • Commit to weekly pipeline review and forecast accuracy, using data to inform strategy and ensure alignment with company goals. • Travel as necessary to engage with key customers, ensuring relationships are nurtured and opportunities are maximized.

• Develop a deep understanding of customers’ business objectives, IT priorities, and solution requirements. • Drive business growth by cultivating relationships with existing customers and establishing new partnerships through proactive engagement, including cold calling, customer meetings, and industry networking. • Manage and grow a portfolio of enterprise-level accounts, ensuring customer satisfaction and identifying opportunities to increase share of spend across our comprehensive portfolio of solutions, including data center, security, IT lifecycle services, hybrid cloud/ private cloud, and more. • Build and execute strategic account plans, including sales forecasts and pipeline management, ensuring alignment across internal and external stakeholders. • Serve as a trusted advisor to clients, articulating total cost of ownership, market trends, and tailored solutions to meet their goals. • Lead and collaborate with cross-functional teams to deliver high-impact, customized proposals and value-added solutions. • Represent the company at industry events, building market awareness and strengthening customer and partner relationships. • Continuously monitor competitive offerings and industry trends to effectively position the company’s value proposition and defend against competitors.

• Focus on the sale of geospatial hardware and software solutions to US Federal Government Civilian agencies and Native American Tribes. • Maintain current customer relationships and develop new business opportunities. • Create and execute sales strategies to meet business goals within the specified market. • Nurture and expand relationships with key government agencies. • Showcase and sell geospatial hardware and software solutions. • Seek out and capitalize on new business opportunities within the Federal Civilian sector. • Engage remotely with cross-functional teams to ensure customer satisfaction. • Achieve and surpass established sales targets while delivering outstanding customer service.