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.

Responsibilities

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

Requirements

Candidate must be a U.S. Citizen.

Qualifications

• 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.
• 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

Skills

• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity

Benefits

• 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