End User Account Manager - Public Sector Defence

HP · Las Rozas de Madrid

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Description -

This role is responsible for driving business growth and developing strategic customer relationships within the Public Sector Defence segment, with a focus on Defence organisations, armed forces and related public-sector entities. 

The role requires a strong understanding of the public-sector environment, complex procurement processes and the specific security, compliance and operational requirements associated with Defence customers. 

The Sales Representative develops and executes account strategies, identifies and qualifies new opportunities, manages complex and long-term sales cycles and coordinates internal and external stakeholders to deliver solutions aligned with customer priorities. The role combines business development, strategic account management, opportunity management and public procurement expertise, with accountability for revenue growth, pipeline development and customer satisfaction. 

Responsibilities 

• Develops and executes strategic account plans for assigned Defence and Public Sector customers, identifying customer priorities, key stakeholders, procurement cycles and short-, medium- and long-term business opportunities. 

• Builds trusted relationships across customer organisations, engaging with decision-makers, procurement stakeholders, technical teams, operational stakeholders and senior leadership to understand requirements and position the organisation as a strategic technology partner. 

• Demonstrates a deep understanding of the organisation's portfolio, solutions and services, translating technical capabilities into clear business and operational value propositions relevant to Defence environments. 

• Identifies, qualifies and develops new business opportunities, while expanding existing accounts and building a healthy, sustainable sales pipeline. 

• Leads complex sales opportunities from early engagement and qualification through proposal, negotiation, award and contract execution, coordinating the required internal resources throughout the sales cycle. 

• Works closely with presales, technical specialists, services, legal, finance, bid management, partners and other internal teams to design competitive and compliant customer solutions. 

• Develops a strong understanding of the Defence procurement landscape, including public tenders, framework agreements, competitive procedures and other applicable public-sector procurement mechanisms. 

• Anticipates upcoming procurement opportunities and engages with customers, partners and relevant stakeholders early in the lifecycle to improve positioning and maximise the probability of success. 

• Analyses market trends, customer investment priorities, competitor activity and the Defence technology ecosystem to identify emerging opportunities and contribute to account and sales strategy. 

• Develops and manages an effective partner ecosystem where required, including technology partners, integrators and other organisations involved in delivering complex Defence solutions. 

• Drives contract renewals, extensions and expansion opportunities, focusing on sustainable growth, customer value and increased total contract value. 

• Ensures sales activities comply with applicable public-sector procurement, security, ethical and regulatory requirements, working with the appropriate internal compliance and legal teams. 

• Maintains accurate opportunity, pipeline and forecast information and provides clear visibility of deal status, risks, competitive positioning and next steps. 

• Acts as a key point of contact for customers throughout the commercial lifecycle, coordinating internal teams to address issues and maintain high levels of customer satisfaction. 

• Represents the organisation in relevant customer engagements, industry events and Defence/public-sector forums, strengthening market presence and identifying potential business opportunities. 

Education & Experience Recommended 

• Four-year or Graduate Degree in Business Administration, Sales, Marketing, Engineering, Information Technology or another relevant discipline, or equivalent professional experience. 

• Typically 7–10 years of experience in enterprise or public-sector sales, preferably within Defence, Government, IT infrastructure, workplace technology, managed services or related technology environments. 

• Demonstrated experience managing complex B2G/B2B sales cycles, strategic accounts and multi-stakeholder opportunities. 

• Experience with public tenders, framework agreements and formal procurement processes is highly desirable. 

• Experience working with Defence organisations, public administrations, systems integrators or the broader Defence technology ecosystem would be an advantage. 

• Ability to work effectively in environments involving confidential or security-sensitive information, subject to applicable organisational and governmental requirements. 

Preferred Certifications / Additional Qualifications 

• Public-sector procurement or government contracting knowledge. 

• Consultative or solution-selling methodologies. 

• Relevant technology or industry certifications would be advantageous. 

• Applicable security clearance or eligibility to obtain one, where required for the assigned Defence accounts. 

Knowledge & Skills 

• Account Management 

• Business Development 

• Business-to-Government (B2G) Sales 

• Complex Sales Management 

• Consultative Selling 

• Defence Market Knowledge 

• Enterprise Sales 

• Government Procurement 

• Key Account Planning 

• Opportunity Qualification 

• Partner & Ecosystem Management 

• Pipeline Management 

• Presales Collaboration 

• Public Tenders & Framework Agreements 

• Relationship Management 

• Sales Forecasting 

• Solution Selling 

• Stakeholder Management 

• Strategic Account Management 

• Technical Sales 

• Tender & Bid Management 

• Value Proposition Development 

Cross-Org Skills 

• Effective Communication 

• Results Orientation 

• Strategic Thinking 

• Customer Centricity 

• Learning Agility 

• Digital Fluency 

• Collaboration 

• Negotiation 

• Executive Stakeholder Management 

• Integrity & Compliance Awareness 

Impact & Scope 

• Directly contributes to revenue growth and strategic account development within the Public Sector Defence segment. 

• Manages opportunities involving multiple customer stakeholders, partners and internal functions, often within complex and regulated procurement environments. 

• Provides expertise to cross-functional pursuit teams and contributes to broader Defence and Public Sector go-to-market initiatives. 

• Helps strengthen the organisation's long-term positioning within strategic Defence customers and the wider Defence ecosystem. 

Complexity 

• Works on complex sales opportunities where success requires an in-depth understanding of customer organisations, procurement processes, regulatory requirements, competitive dynamics and technology solutions. 

• Navigates long sales cycles, formal procurement processes, multiple decision-makers and potentially sensitive customer environments. 

• Balances customer requirements, commercial objectives, compliance, competitive positioning and internal governance when developing and executing sales strategies. 

Sales & Services Entity

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Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"

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