State Government and University Hunter/Account Manager

State Government and University Hunter/Account Manager

This role has been designated as 'Remote/Teleworker', which means you will primarily work from home.

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

Manages one or more large State Government and/or Higher Education accounts or serves as the account lead for a significant portion of a major public-sector customer. Develops a deep understanding of the customer's mission objectives, policy priorities, funding models, regulatory requirements, and operational challenges. Adds value by aligning HPE's strategy, solutions, and services to support public outcomes such as service delivery, research advancement, education access, cybersecurity, data protection, and digital transformation.

Drives overall account performance across all HPE business units while managing a balanced portfolio aligned to public-sector procurement models and budget cycles. Accountable for building and maintaining a healthy opportunity pipeline, leading early engagement activities, and orchestrating deal teams through contract award and implementation. Acts as the primary advocate for the customer within HPE.

Builds strong, trusted relationships across IT leadership, executive administration, academic leadership, procurement, and program stakeholders. Engages and coordinates with ecosystem partners, including systems integrators and contract vehicles, to maximize HPE's effectiveness and presence within the account. Continuously builds knowledge of public-sector IT trends to position HPE as a long-term strategic partner.

Leads and coordinates extended account teams, providing guidance, feedback, and governance. Plans and executes account strategies that deliver results across fiscal years, recognizing the long-term nature of state and university initiatives.

Responsibilities

• Strategic Customer Alignment
• Articulates a clear connection between the customer's mission goals, policy mandates, funding priorities, and KPIs and the IT solutions that support them.
• Influences executive decision-makers by demonstrating the public value, risk reduction, and long-term impact of HPE solutions.
• Positions HPE as a critical partner in enabling modernization, resiliency, security, and digital services for citizens, students, faculty, and staff.
• Understands and supports the customer's innovation agenda, digital modernization roadmap, and cloud and data strategies.
• Develops a business and mission value framework tailored to public-sector outcomes.
• Account Planning and Growth
• Develops and executes a comprehensive account plan that balances near-term opportunities with long-term strategic initiatives.
• Drives adoption of HPE's strategic portfolio, including hybrid cloud, edge, AI, high-performance computing, data protection, and security solutions.
• Presents compliant, scalable technology options aligned with procurement rules, contracts, and funding structures.
• Leverages HPE programs, executive sponsors, and public-sector tools to improve customer outcomes and account performance.
• Participates in internal planning, investment, and deal review processes.
• Opportunity and Pipeline Leadership
• Engages proactively with customers to identify opportunities aligned to legislative priorities, grants, capital programs, and operational needs.
• Translates mission and operational challenges into actionable IT opportunities.
• Leads pipeline development and ensures a strong, appropriately sized funnel.
• Accountable for deal leadership and closure, ensuring clear ownership across the extended team.
• Drives complex pursuits involving multiple stakeholders, partners, and procurement paths.
• Relationship and Stakeholder Management
• Builds and maintains trusted relationships across executive leadership, CIO/CTO organizations, academic leadership, procurement, and program owners.
• Understands governance models, decision-making processes, and budget authorities within public institutions.
• Establishes structured engagement models with key influencers and decision-makers.
• Partner and Ecosystem Management
• Develops and maintains a view of the partner ecosystem within the account, including integrators, resellers, and contract vehicle holders.
• Works with Partner Business Managers to define and execute partner strategies.
• Runs governance processes to ensure alignment, accountability, and effective collaboration.
• Technical and Industry Leadership
• Maintains strong expertise in IT technologies relevant to State Government and Higher Education environments.
• Engages with CIOs, CTOs, and technical leaders to discuss emerging trends such as cybersecurity, data sovereignty, AI, research computing, and digital services.
• Positions HPE's portfolio through relevant public-sector use cases and peer references.
• Team Leadership and Customer Advocacy
• Builds, leads, and governs the extended account team across sales, technical, services, and partner resources.
• Establishes recurring feedback and performance processes.
• Acts as the customer's advocate within HPE, coordinating with internal organizations to improve the customer experience.
• Leverages HPE customer advocacy tools and processes to ensure satisfaction, trust, and long-term partnership.

Education and Experience

• Bachelor's degree or equivalent experience required; engineering, technology, public administration, or business background preferred.
• Advanced degree or MBA a plus.
• Typically 6–10+ years of account management or public-sector sales experience.
• Experience working with State Government, Higher Education, or public-sector IT environments strongly preferred.
• Experience navigating public procurement, contracts, and funding models is highly desirable.

Knowledge and Skills

• Results Orientation: Persistent and outcomes-focused within complex public-sector environments.
• Strategic Planning: Ability to create and execute long-term account strategies aligned to public missions and HPE strategy.
• Sales Execution: Effective delivery of complex, multi-year public-sector engagements.
• Public-Sector IT Acumen: Strong understanding of technology trends impacting government and universities.
• Team Leadership: Proven ability to lead cross-functional, matrixed teams.
• Relationship Building: Skilled at establishing trust across diverse stakeholder groups.
• Influence and Negotiation: Effective in consensus-driven and regulated environments.
• Business and Financial Acumen: Understands public budgets, funding cycles, and financial constraints.
• Integrity: Operates with high ethical standards and accountability.

Impact / Scope

• Manages one or more State Government or Higher Education accounts representing moderate to significant revenue.
• May manage a portion of a large statewide or multi-campus system account.
• Leads complex, cross-portfolio deals involving multiple stakeholders and partners.
• Works with executive, technical, academic, and operational leaders across the customer organization.

Additional Skills:

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, Long Term Planning, Managing Ambiguity {+ 6 more}

What We Can Offer You:

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