The commercial account manager – public sector is responsible for managing and growing a portfolio of public sector customers through an indirect, channel-led sales model. This role works closely with hp authorized partners, distributors, and resellers to drive demand, develop account strategies, and close opportunities across the public sector landscape. The ideal candidate has a deep understanding of public sector procurement processes, long and complex sales cycles, and a proven track record of success selling it solutions to government, education, healthcare, or other public entities, preferably in collaboration with channel partners.
responsibilities
own and manage assigned public sector accounts (federal, state, local government, education, healthcare, and other public entities as applicable).
develop and execute account plans aligned with customer priorities, budgets, and procurement cycles.
build trusted relationships with key public sector stakeholders, decision-makers, and influencers.
drive sales execution through hp channel partners, ensuring alignment on strategy, pipeline, and execution.
enable partners with value propositions, solution positioning, and go-to-market plans tailored to public sector customers.
coordinate joint account planning, opportunity qualification, and deal closure with partners and internal teams.
ensure partner compliance with public sector policies, ethics, and procurement requirements.
manage complex, long sales cycles typical of public sector environments (rfps, rfis, tenders, framework agreements).
lead opportunity qualification, forecasting, and pipeline management in crm tools.
support bid strategies, pricing alignment, and proposal development in collaboration with partners and internal stakeholders.
work closely with channel sales, pre-sales, category, services, and finance teams to deliver end-to-end solutions.
align with internal compliance, legal, and policy teams to ensure adherence to public sector regulations.
achieve or exceed assigned revenue, pipeline, and growth targets.
identify whitespace opportunities and expansion potential within existing public sector accounts.
monitor market trends, competitor activity, and public sector initiatives to proactively position hp solutions.
experience
5+ years of proven sales experience in the public sector, preferably within the it / technology industry.
demonstrated success selling through indirect or channel-based sales models.
strong experience managing public sector procurement processes, tenders, and formal bidding cycles.
proven track record of meeting or exceeding sales targets in complex environments.
knowledge & skills
solid understanding of public sector sales cycles, budgeting processes, and regulatory frameworks.
strong channel management and partner collaboration skills.
ability to navigate multi-stakeholder decision-making environments.
excellent negotiation, communication, and presentation skills.
strong pipeline management, forecasting, and crm discipline.
education
bachelor's degree in business, engineering, it, or a related field (preferred).
languages
spanish: native or fluent
english: business proficiency (required for regional/global collaboration)
preferred qualifications
experience selling it infrastructure, end-user computing, printing, services, or solutions.
existing network within public sector institutions or channel ecosystem.
experience working with large, multinational technology vendors.
key competencies
strategic account planning
channel-driven execution
public sector compliance awareness
results-oriented mindset
high integrity and ethical standards
disclaimer
this job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.
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