This role is focused on identifying and developing whitespace opportunities across the Federal Civilian space and supporting the expansion of HPE’s presence through strategic pipeline development, competitive displacement, capture acceleration, and early pursuit shaping.

The ideal candidate is a strategic seller with a proven track record of developing new opportunities within large federal organizations, navigating complex federal acquisition environments, and orchestrating cross-functional teams to support transformational opportunities.

Key Responsibilities

• Identify and develop whitespace opportunities.

• Support the development and execution of expansion strategies.

• Drive pipeline creation by identifying new programs, initiatives, and modernization efforts.

• Help shape and accelerate early-stage pursuits and capture efforts, including competitive displacement opportunities and emerging programs across the portfolio.

• Support capture development and pursuit acceleration for strategic opportunities by helping coordinate internal resources, partners, and technical teams to advance deals through the federal acquisition lifecycle.

• Work closely with segment lead and account team to ensure alignment with existing customer engagements, relationships, and strategic pursuits.

• Build relationships with program leaders, technical stakeholders, and acquisition officials to help position HPE solutions early in the opportunity lifecycle.

• Orchestrate internal HPE teams and partner ecosystems—including engineering, specialists, system integrators, and channel partners—to support pursuit development.

Requirements

• Bachelor’s degree or equivalent professional experience.

• 6+ years of enterprise technology sales experience, with strong exposure to Federal Civilian or Public Sector accounts.

• Demonstrated experience developing new opportunities and expanding within complex federal organizations.

• Demonstrated success supporting strategic opportunities involving infrastructure or platform solutions (AI, HPC, hybrid cloud, networking, storage, or data platforms).

• Experience navigating federal procurement vehicles and acquisition processes within Civilian agencies.

• Experience working with federal system integrators, consulting partners, and channel ecosystems.

• Ability to collaborate effectively within a team environment and contribute to coordinated account strategies across large organizations.

• Candidate must be comfortable going to customer sites for meetings. Travel up to 50%

Knowledge and Skills

Sales & Strategic Skills

• Strong hunter mindset with the ability to identify and develop new opportunities within large federal organizations while working collaboratively.

• Ability to support strategic pursuit planning and competitive win strategies in complex environments.

• Skilled at engaging senior government leaders, program executives, and technical stakeholders.

• Ability to navigate complex internal and external matrix environments.

Industry & Technology Knowledge

• Knowledge of enterprise infrastructure technologies including AI, hybrid cloud, HPC, networking, storage, and data analytics platforms.

• Familiarity with federal integrators and partner ecosystems.

Leadership & Collaboration

• Self-driven and entrepreneurial mindset with strong ownership of pipeline and outcomes.

• Excellent communication and executive presentation skills.

• Ability to work in a team environment and lead cross-functional teams across sales, engineering, partners, and services to support complex pursuits.