Federal Government Sales Capture Lead - APG

Leads HP's opportunity capture strategy for US Federal Accounts.

An expert at new relationship and new business development. Understands a client's critical business priorities and related IT challenges and requirements. Develops relationships across the whole of the customer environment to gain understanding of their future direction, provide consultation from across HP's resources in alignment with that customer direction, resulting in measurable differentiation and preference for HP's portfolio of products and solutions.

Strong focus on customer-facing engagements, centered on creating and advancing tangible HP value for the client.

Responsible for representing HP's portfolio of products and services in a concise, relevant way that resonates with customers and highlights HP's key competitive strengths to drive a purchase decision.

• Builds strong professional working C- level relationships with the client. Establishes a high level of personal credibility as a consultant to key client executives.
• Leverages HP executive sponsors as part of a larger relationship mapping and to further strengthen HPs credibility and access to decision makers.
• Researches and understands the client's industry. Deeply understands client business strategies and challenges.
• Lead capture for technical bids, shape client's requirements through a consistent, well-planned, series of customer sessions well in advance of RFPs.
• Demonstrates thorough understanding of competitive industry, and how HP provides unique value to its competitors that align with customer priorities.
• Advocates for client needs as part of executing overall capture strategy.

• Meets or exceeds all key performance metrics assigned for quarterly and annual review.
• Builds and executes an Account Business Plan (ABP) that includes both transactional, contractual and strategic initiatives to grow HPs presence and share in the account.
• Actively manages and amends ABP to stay aligned with success criteria of client.
• Demonstrates expertise in CRM tool (Dynamics) through maintaining consistently high-quality, current data. Deals evolve through sales stages, always being kept current.
• Represents the entire HP portfolio of products and services.
• Actively engages with internal pursuit peers in support of all review processes.
• Proactively engages and manages partners and federal systems integrators to strengthen solution capabilities and drive greater value for the client and HP.
• Meets or exceeds all key performance metrics assigned for quarterly and annual review.
• Partners closely with their inside sales counterpart across all aspects of the job.

• Typically 12+ years account management experience, the majority focused in the Federal market.
• Demonstrated track record of extremely large, complex pursuit success.
• Skilled at managing & executing a team strategy across an extended set of team members over a long period of time.

• Demonstrates strong communication skills (written & spoken) both internally and at the client's executive level.
• Uses consultative, solution selling and business development skills at the CXO level to align the client's business needs with HP's solutions.
• Strong coaching and team leadership skills.
• Expertise in managing end-to-end sales processes involving complex, multi-portfolio solutions, and managing HP's extended resources in a coordinated, accountable fashion.
• Acts with integrity in all things, 100% of the time. Adheres to HP's Standards of Business Conduct in all internal and external dealings.

• Strong knowledge of US Federal market, agency structure, etc.
• Understands contractual vehicles that the government uses by agency/department to award and procure goods & services.
• Experience with the Federally-focused set of partners in our industry.

• Stays informed on news & current events that may impact policy, organizational, or budget changes, and aligns strategy based on them.
• Familiar with available federal tools for researching client organizational structures, internal processes related decision-making, procurement, etc.