Role Description Hewlett Packard Enterprise (HPE) is seeking a highly motivated Account Manager to drive net-new business growth across the Department of State. This role focuses on penetrating whitespace accounts, acquiring new logos, and expanding HPE’s presence across Department of State (DoS) components by leading with innovative solutions across AI, hybrid cloud, high-performance computing, networking, storage, and mission-critical infrastructure. The ideal candidate is a strategic seller with a proven track record of breaking into large federal accounts, navigating complex acquisition environments, and orchestrating cross-functional teams to win transformational opportunities. Key Responsibilities - Acquire net-new Department of State customers and penetrate whitespace opportunities across DoS components and mission organizations. - Develop and execute strategic account plans that drive pipeline creation, competitive displacement, and long-term account expansion. - Lead complex federal pursuits by aligning HPE’s portfolio (AI, HPC, hybrid cloud, storage, networking, services) with DoS mission priorities. - Build executive relationships with DoS decision makers, program leaders, and acquisition stakeholders. - Orchestrate internal teams and partners including engineering, specialists, system integrators, and channel partners to win strategic deals. - Drive pipeline growth and deal closure through disciplined opportunity management and federal procurement strategy. - Represent HPE as a trusted advisor helping DoS modernize infrastructure supporting national security, cyber defense, data analytics, and mission operations. Qualifications - Bachelor’s degree or equivalent professional experience. - 6+ years of enterprise technology sales, with significant experience selling to the Department of State. - Proven “hunter” experience acquiring net-new logos and expanding whitespace accounts. - Demonstrated success selling complex infrastructure or platform solutions (AI, cloud, HPC, networking, storage, or data platforms). - Experience navigating federal procurement vehicles, acquisition processes, and contracting environments. - Proven ability to construct and close multi-million-dollar opportunities in complex federal environments. - Experience working with channel partners and federal system integrators to expand market reach. - Ability to build and execute strategic pursuit plans from pipeline development through deal closure. Requirements - Strong hunter mindset with demonstrated ability to break into new federal organizations. - Ability to develop strategic account plans and competitive win strategies. - Experience navigating complex matrix organizations internally and within federal agencies. - Skilled at executive engagement with mission leaders, program offices, and acquisition teams. - Understanding of the DoS mission and organizational structure. - Knowledge of enterprise infrastructure solutions including AI, hybrid cloud, HPC, networking, storage, and data platforms. - Familiarity with federal systems integrators and partner ecosystems supporting DoS programs. - Familiarity with DoS acquisition process, contract vehicles, and reseller/integrator ecosystem. - Experience selling into DoS Headquarters and/or related organizations. - Self-motivated, entrepreneurial mindset with strong accountability for outcomes and ability to work well within the DoS team. - Excellent communication and executive presentation skills. - Ability to lead cross-functional pursuit teams in complex deal environments. Benefits - Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial and emotional wellbeing. - Personal & Professional Development: Investment in your career with specific programs to help you reach your career goals. - Unconditional Inclusion: Commitment to inclusivity and flexibility to manage work and personal needs.

• Oversees and leads client implementations and onboarding to ensure POV, implementation & rollout projects are completed efficiently and on time. • Develop long-term relationships with key client stakeholders to understand their needs and provide tailored solutions. • Track account performance metrics in relation to the business case and requirements and prepare regular reports highlighting successes and areas for improvement. • Identify and define up- and cross-selling opportunities in the OmniShelf product suite connected with client’s needs. • Be responsible for timely invoice payment. • Serve as the main contact between internal teams and clients for clear communication and conflict resolution. • Involved in pre-sales activities such as demos & rollout planning to support new client closure/onboarding.

Role Description Seeking a Senior Account Manager for HPE Networking. This role will be based in Sacramento, CA. Serves as the overall account lead (single point of contact) for numerous, large named accounts in an assigned country, geographic territory and/or industry; understands a client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in a value or volume specialty (computers, servers, storage, services, printers) with focus on growing the base business, complex solutions, and new business opportunities. Accounts may be managed remotely. Is supported primarily by presales and inside sales resources. These jobs focus on selling to customers, typically through work that occurs outside HPE offices. Responsibilities - Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates. - Extensive time working with and leveraging external partners to deliver solution sale. - Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level. - Develops business plan in conjunction with customer. - Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company. - Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports. - Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin. - Enters all opportunities in pipeline tool and updates them weekly. Recommends and implements industry leading Pipeline management practices. - Ability to implement margin recovery activities/strategies. - Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams. - Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect). Qualifications - University or Bachelor's degree. - Detailed knowledge of key customer types or customers on given products. - Viewed as expert in company; sought out by other Sales Representatives and/or first level managers for input. - Typically 8+ years of experience as referenced above. - Industry experience required. - Experience in product specialty (computers, printers, servers, storage). Requirements - Has good leadership skills and cross functional expertise. - Must have good time management skills. - Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs; particularly considering the specific industry/market. - Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale. - High level customer management relationship building, working at management and executive level in lines of business. - Partner organization intelligence aligned with partner management skills. - Advanced sales negotiation, and deal closing skills. - Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results. - Expertise in managing end-to-end sales processes in large deals. - Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions. - Knowledge of the company's breadth of solutions and engages specialist resources as needed. - Ability to understand the customer's business issues and translate to the company's solutions. - Ability to prioritize and drive strategic sales activity on a complex solution basis. - Excels in competitive selling skills. - Sells across platform and specialty. Benefits - 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.

• Own a portfolio of key/strategic partners, serving as the primary contact and trusted advisor to the account. • Establish and maintain strong relationships within key partner accounts to ensure alignment and drive mutual business outcomes. • Co-develop and execute joint go-to-market plans that drive revenue growth, adoption, and deepen market penetration. • Partner closely and collaborate with other B2B segments (MCM/CL/Auto) to understand their strategic goals and align the PAM goals to them. • Be a trusted advisor, both internally and externally, to drive the proper messaging and awareness for different solutions (i.e. UltraFICO/Plaid, DLP, 10T, etc.). • Join meetings with team members from other segments to be the solution specialist for the strategic solutions owned by our team (UltraFICO, DLP, etc.). • Has a deep understanding of the partner´s strategic direction, proactively identifying any expansion and growth opportunities, driving new score initiatives to the market. • Lead partner enablement by delivering training, sales tools, and product education that help partners effectively position and sell FICO Scores to their clients. • Collaborate with internal teams (marketing, product, analytics) to align partner needs to our innovations/roadmap. • Advocate for partners internally, capturing feedback and translating it into product improvements, new features, and differentiated solutions by vertical. • Negotiate and manage partner agreements, including renewals, expansions, and commercial terms, in coordination with internal teams (legal/finance). • Maintain accurate client records and pipeline activities in CRM systems and track to KPI’s/KPM’s. • Monitor partner performance including revenue, pipeline, and market penetration; analyze data to surface insights and recommend actions to optimize growth. • Own the Strategic Business Plan development along w/ internal & external stakeholders and use as a living document to drive future growth and progress. • Stay current on the competitive landscape, regulatory changes, and industry trends to expertly help partners leverage FICO solutions to drive business outcomes. • Be the “face of FICO” to strategic partners and the broader industry through client meetings, conferences, speaking engagements, and promotion of FICO initiatives.