Responsible for sales of Zerto and Data Protection products and solutions in assigned territory, industry or accounts.
Creates and drives the Zerto and Data Protection sales pipeline.
Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others.
Collaborates with the account pursuit teams to leverage their solutions expertise for business development.
Build sales readiness and reduces client learning curve through effective knowledge transfer in Zerto and Data Protection products.
Contributes to development of quota objectives and future direction for Zerto and Data Protection product lines.
Directs and coordinates supporting sales activities related to pipeline hygiene through account managers, Presales, channel partners and other relevant stakeholders.
Effectively uses internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion.
Collaborates across the HPE teams to deliver a consistent approach to developing business, including account planning for end-to-end solutions.
Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status.
Negotiates and drives profitable deals to ensure successful closure and a high win rate.
Drives sales of the Zerto and data protection portfolio, using strong leadership and initiative to successfully prospect, negotiate and close deals.
Establishes a professional and consultative relationship with the client by achieving an advanced understanding of the unique business needs of the client within the industry.
Works with clients up to and including the C-level for mid-to-large accounts.
Leverages advanced knowledge of competitors and industry trends to strategically position the company's products and services.
Focuses on and works with the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users.
Effectively leads, evangelizes, and helps to coordinate Zerto and Data Protection marketing campaigns (digital /new techniques) to ensure a successful launch and maintenance of the campaign momentum, in alignment with the account strategy.
Acts as a trusted solutions consultant for the slated accounts/region.
Reinforces and articulates HPE's strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate.
Effectively uses references to craft a story that makes complex technologies seem simple and understandable for the customers.
Actively generates customer interest and anticipates customer's buying trends.
Links business and financial benefits with technology offerings.
Illustrates the ROI & TCO advantages of HPE offerings for the customer's business.
Cultivates and maintains positive relationships with customers to ensure account retention and growth, to position the company as the preferred vendor to meet business needs.
Supports deal closure in partnership with relevant internal stakeholders including account managers and channel partners.

Requirements

5-7 years of consultative software solution selling required.
Background in data protection preferred.
University or bachelor's degree preferred.
Experience in a major technology company (HPE, Dell/EMC Data Protection, Pure, Netapp, etc) or with a data protection company (Veeam, Cohesity, Rubrik, Commvault preferred).
Infrastructure experience required (Cloud or on-prem).
Must reside in greater Washington D.C., Maryland, or Delaware region.
Proven background selling to multiple types of customers – Commercial/Mid-Market and Enterprise.
Strong relationships in VAR/Reseller/Managed Provider ecosystem.
Cybersecurity experience a plus.
Ability to demonstrate selling value solutions with proven methodology (MEDIC / MEDDPICC / Force Management Preferred.)

Benefits

Health & Wellbeing
Personal & Professional Development
Unconditional Inclusion

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills

consultative software solution sellingdata protectioninfrastructure experienceCloudon-premselling value solutionsMEDICMEDDPICCForce Management

Soft skills

leadershipinitiativerelationship buildingconsultative relationshipnegotiationcommunicationcollaborationcustomer interest generationaccount retentionbusiness development