This job is with HP, an inclusive employer and a member of myGwork – the largest integral platform for the LGBTQ+ business community. End User Account Manager - Public Sector Defence 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. 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.

~ 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.

~ 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.

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.

~ Public-sector procurement or government contracting knowledge.

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

Account M

📌 End User Account Manager (Madrid)
🏢 HP
📍 Madrid