Networking Account Manager
Employment Info
JOB SUMMARY
Requirements
- Minimum 8 years of successful enterprise technology sales or strategic account management experience, including substantial experience managing complex Queensland Government or Australian public-sector customers
- Demonstrated record of achieving targets in large, multi-stakeholder accounts with long and complex sales cycles
- Proven experience leading major networking, infrastructure, cloud, security or managed-services opportunities sometimes involving multiple delivery partners
- Strong understanding of Queensland Government operating environments, budget cycles, procurement processes, panel arrangements, tendering, probity and commercial governance
- The ability to relate to senior executives, technology leaders, architects, cyber security teams, procurement professionals and business stakeholders
- Experience developing strategic account plans, executive engagement strategies, opportunity plans, forecasts and partner-led go-to-market motions
Responsibilities
- Own the end-to-end territory strategy for a portfolio of large Queensland Government departments and agencies, with clear priorities for retention, expansion, competitive displacement and new-logo growth
- Develop and maintain robust account plans that connect agency priorities, digital strategies, operational risks, budget cycles and procurement pathways to actionable HPE Networking opportunities
- Build trusted relationships across executive, business, technology, architecture, security, procurement and commercial stakeholders, including senior government decision-makers and key influencers
- Lead consultative discovery and value-based selling engagements that translate policy, service-delivery and technology objectives into measurable business outcomes
- Position HPE Networking’s portfolio across campus, data centre, branch, wireless, network management, SASE and security, drawing in specialist resources where required
- Create and progress complex opportunities from early qualification through solution design, business case, tender, negotiation, closure and successful customer transition
- Orchestrate cross-functional account teams spanning solution architects, specialists, services, customer success, finance, legal, supply chain, marketing and executive sponsors
- Develop effective go-to-market plans with strategic partners and distributors with clear roles, governance and mutual accountability
- Navigate Queensland Government procurement frameworks, panels, probity requirements, tender processes and commercial governance with discipline and integrity
- Lead competitive strategy for major pursuits, including stakeholder mapping, win themes, partner alignment, commercial positioning, executive engagement and close plans
- Maintain accurate opportunity forecast and pipeline data, with a strong focus on qualification, next actions, risk, timing, revenue and forecast integrity
- Deliver quarterly and annual revenue targets while protecting long-term customer value and HPE’s commercial position
- Identify and manage territory risks including incumbent lock-in, funding constraints, delayed procurement, partner conflict, supply issues and competitive pressure
- Act as the accountable HPE Networking lead for the customer, ensuring commitments are understood, internal teams remain aligned and issues are escalated and resolved appropriately
- Contribute leadership beyond the territory by coaching colleagues, sharing market intelligence and helping shape public-sector sales strategy and best practice
Desired Qualifications
- Tertiary qualification in business, technology or a related discipline is desirable; equivalent senior industry experience will be considered
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