Civilian Focused Client Specialist (CMS)

Civilian Focused Client Specialist (CMS)

  

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Job Description:

   

HPE is looking for a Focused Client Specialist to manage Centers for Medicare & Medicaid Services (CMS), an Operating Division of U.S. Department of Health and Human Services.

Seeking an experienced sales executive to join HPE’s growing Federal healthcare segment – the candidate must have deep knowledge of CMS and existing relationships with current Directors and CxOs to fill our Focused Client Specialist role.  This is a customer facing sales executive role.  Individual will lead the CMS account with support from extended team (SME’s, SA’s, CT’s, compute, HPE, storage and other specialty sales) to drive growth and enhance CMS’s mission via HPE solutions.  Qualified candidates will possess an excellent understanding of CMS’s IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE’s strategy.  Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business. Develops and engages with the extended partner ecosystem to maximize HPE’s presence in the account. Constantly develops information technology industry knowledge to position HPE’s portfolio in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer’s advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond.

Responsibilities:

• Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way. Continuously accelerates growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer. Formulates and presents technological choices for the customer that will expand HPE's presence and margin in the account. Actively leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance. Significantly contributes to internal reviews connected to deals and sales planning.

• Knowingly invests in maintaining and developing a professional relationship network within the customer to maximize efficiency and effectiveness for HPE. Understands and leverages the underlying principles for the customer organization's functioning. Builds influential relationships with executives including the C-level when necessary. Proactively defines an effective engagement model with the customer's key influencers and decision makers.

• Actively builds, develops and leads the extended account team. Runs a comprehensive governance with the extended team and empowers the account team to engage on different levels within the account. Establishes a recurring process to provide feedback to the account team members and the relevant managers. Actively works with relevant managers to provide development opportunities for extended team members.

• Fully owns the development and execution of a comprehensive account business plan for defined accounts. Leads the collective effort to build and maintain both strategic and tactical elements of the plan. Shares and aligns the plan with relevant stakeholders of the account.

Qualifications:

Education and Experience -
   

• At least 5-10+ years account management experience supporting Centers for Medicare & Medicaid Services (CMS)
• Proven track record of account management and sales performance supporting Centers for Medicare & Medicaid Services (CMS)
• Experience in working with Federal Systems Integrators is a must.
• Existing relationship with CMS/OIT leadership is a must.  Existing relationships with leadership at Office of Technology Services (OTS) is a plus.  Additional relationship with leadership at Center for Medicare and Medicaid Innovation (CMMI), Center for Clinical Standards and Quality (CCSQ), Office of Enterprise Data & Analytics (OEDA), Office of Support Services and Operations (OSSO), Office of Financial Management (OFM), Office of Acquistion & Grants Management (OAGM), Center for Consumer Information and Insurance Oversight (CCIIO), Center for Medicaid and CHIP Services (CMCS) and Center for Program Integrity (CPI) are preferred.
• Experience in hybrid IT, Hyperscalers public cloud offerings as well as HPE’s GreenLake private cloud, IT services, digital transformation, information security, AI and intelligent edge desired.
• University or Bachelor's Degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired.

Knowledge and Skills:

• Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
• Strategic Planning: Exceptional at articulating a vision for the future and a path to achieve it in an account business plan, aligned with the HPE strategy, direct leadership, and the HPE business units.
• Sales Execution: Able to efficiently deliver on short term sales engagements and objectives.
• HPE Portfolio Knowledge: Builds and continually updates a comprehensive understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.
• Team Leadership: Highly skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.
• Influencing and Negotiating: Understands and expertly leverages influencing and negotiation techniques.
• Business Acumen: Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results. Demonstrates thorough understanding of general business concepts and the economy. Able to understand financial reports and make relevant conclusions for planning. Similar principles apply to public sector organizations.
• Integrity: Acts with integrity throughout complex situations even if under pressure.
• Vertical/Industry Knowledge Preferred: Understands the customer's industry landscape, enterprise architecture, and partner and influencer ecosystem, and is able to use this knowledge to build and advise the customer on its digital journey plan.

Impact/Scope

• Able to manage accounts with different complexities, representing moderate to high revenue for HPE. Accounts may be a large multi-national or global account.
• Typically qualifies and closes large deals of moderate to high complexity and cross- BU scope.
• Works with all levels of decision-makers in the customer organization, including C-Level.
• Orchestrates regional pursuit resources for the account.
• Participates in account investment decisions about pricing and resources.

Complexity

• Leads highly complex sales engagements, project management and coordination to meet customer deadlines.
• Typically oversees engagements with cross-BU portfolio solutions

This will be supporting a customer in Baltimore, MD. Expectation is to be on-site at the customer at least 1X/week

Accountability, Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

Job:

Sales

Job Level:

Master

    

States with Pay Range Requirement

The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.

USD Annual Salary: $210,500.00 - $495,000.00

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

   

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories. .