GreenLake Sales Specialist – Federal Government, DoD​/DoW

Overview

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

Who We Are Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next.

We know varied 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description

The Green Lake Sales Specialist is responsible for selling HPE Green Lake hybrid cloud and as-a-service solutions to U.S. DoD/DoW customers. The role focuses on new business development, expansion of existing accounts, and long-term consumption growth, working closely with Federal Client Specialists and partner ecosystems.

This individual understands how DoD/DoW customers buy, fund, and deploy technology, including acquisition processes, compliance requirements, and mission-driven outcomes. The specialist translates operational and mission requirements into scalable, secure, and compliant Green Lake solutions.

Note: As this role will be working with the Federal government, it does require a US Citizen. The role also requires someone to be within a 3 hour driving distance to DC.

• Build and manage a long-term pipeline of Green Lake opportunities within assigned DoD accounts or mission segments.
• Lead opportunity identification, qualification, and pursuit strategy for complex, multi-year hybrid cloud and as-a-service deals.
• Partner closely with Federal Clients Specialists to develop account strategies aligned to DoD missions, modernization priorities, and funding cycles.
• Position Green Lake as a strategic platform supporting mission readiness, resiliency, security, and modernization initiatives.
• Drive solution alignment across infrastructure, software, services, and consumption models.
• Engage directly with customer stakeholders, including program leadership, IT leadership, and senior mission stakeholders.
• Coordinate internal resources (solution architects, services, partners, contracts, leadership) to deliver cohesive customer proposals.
• Develop and maintain trusted advisor relationships with key DoD/DoW customers.
• Create and grow reference customers within the Public Sector / Defense community.
• Maintain strong knowledge of federal procurement models, contract vehicles, and partner-led sales motions.
• Accurately forecast business and manage pipeline using HPE sales systems.
• Support renewals, expansions, and consumption growth for existing Green Lake customers.

• 8+ years of relevant sales experience, with preference for federal or defense-focused roles and/or experience with selling IT as a service.
• Must have experience selling technology solutions into the U.S. Federal Sector, with a preference for DoD/DoW experience or experience selling hybrid cloud, infrastructure, services, or as-a-service solutions.
• Those with technical background in the above areas are strongly encouraged to apply.
• U.S. citizenship required.
• Proven track record of meeting or exceeding sales quotas in complex, enterprise or federal sales environments.
• Demonstrated ability to engage senior-level customer stakeholders and lead complex sales cycles.
• Strong project and pursuit management skills.

• Deep understanding of hybrid cloud, infrastructure, services, and consumption-based IT models.
• Strong knowledge of the DoD/DoW IT environment, including mission requirements, acquisition processes, and security considerations.
• Expertise in consultative solution selling and business development.
• Ability to articulate business and mission value, build strong business cases, and align solutions to customer outcomes.
• Strong competitive awareness and ability to position Green Lake effectively in complex competitive environments.
• Proven leadership in driving large, complex sales pursuits from strategy through close.
• Ability to balance strategic account planning with tactical execution.
• Strong collaboration skills across sales, technical, services, and partner teams.
• Experience working with partners and system integrators to drive joint success.
• Excellent communication, presentation, and executive engagement skills.
• Preferred history of long-term Capture and/or Hunting sales methodology.

Accountability, Accountability, Active Learning, 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,…