Federal Account Manager

Job Summary

The HP Federal Account Manager will support the HP Poly organization, driving growth across U.S. Federal accounts by identifying customer-specific requirements and executing strategic account plans. This role serves as a subject matter expert in collaboration and unified communications solutions, applying consultative selling techniques to advance opportunities within complex federal environments while mentoring junior account managers as needed.

Candidate must be a U.S. Citizen

Responsibilities

• Leverages deep expertise in federal sales and HP Poly collaboration solutions (audio, video, and hybrid work technologies) to identify, shape, and close opportunities.

• Owns and executes account plans for strategic federal accounts, focusing on large deals, portfolio management, and expanding HP Poly's footprint.

• Identifies complex agency requirements, including security and procurement constraints, and aligns them to HP Poly's offerings and approved contract vehicles.

• Builds strong relationships with key federal stakeholders, developing a deep understanding of mission priorities and aligning solutions accordingly.

• Develops and executes territory and market strategies to drive revenue growth and expand market share within the federal space.

• Analyzes key performance indicators (KPIs) and market trends to deliver strategic insights and optimize sales performance.

• Collaborates with channel partners and system integrators to improve win rates and effectively deliver solutions through indirect sales motions.

• Leads contract negotiations in alignment with federal requirements, ensuring compliant, profitable, and sustainable agreements.

• Manages and maintains a robust pipeline in Salesforce (or equivalent), ensuring accurate forecasting and disciplined pipeline management.

• Conducts regular business reviews with federal customers to assess progress, gather feedback, and identify new growth opportunities.

Education & Experience Recommended

• Four-year or Graduate Degree in Business Administration, Sales, Marketing, or a related discipline, or equivalent experience.

• Typically 7-10 years of experience in account management or sales, preferably within federal/public sector or technology solutions (e.g., collaboration, devices, or infrastructure).

Preferred Certifications

• Certified Technology Sales Professional (CTSP)

• Federal sales or contracting certifications are a plus

Knowledge & Skills

• Federal Account Management & Public Sector Sales

• U.S. Government Procurement Processes & Contract Vehicles

• Customer Relationship Management (Salesforce)

• Unified Communications & Collaboration Solutions (UC/AV)

• Strategic Selling & Deal Structuring

• Pipeline & Territory Management

• Partner & Channel Engagement

• Market Analysis & Competitive Positioning

Cross-Org Skills

• Effective Communication

• Results Orientation

• Learning Agility

• Digital Fluency

• Customer Centricity

Impact & Scope

• Impacts federal segment growth and contributes to HP Poly's overall success by driving revenue and strengthening strategic customer relationships.

Complexity

• Works on complex problems requiring in-depth evaluation of multiple factors, including federal procurement regulations, compliance requirements, and multi-stakeholder decision-making.

Disclaimer

This job description describes the general nature and level of work performed in this role. It is not intended to be exhaustive and may evolve based on business needs.

The on-target earnings (OTE) range for this role is $195,450 - $289,250 annually, with a 60/40 (salary/incentive) mix. There are additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only). Pay varies by work location, job-related knowledge, skills, and experience.

Benefits

HP offers a comprehensive benefits package for this position, including:

• Health insurance

• Dental insurance

• Vision insurance

• Long term/short term disability insurance

• Employee assistance program

• Flexible spending account

• Life insurance

• Generous time off policies, including;

• 4-12 weeks fully paid parental leave based on tenure

• 13 paid holidays

• Additional flexible paid vacation and sick leave (US benefits overview ( )

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.