[Hiring] Enterprise Account Executive @HPE

Role Description

The Specialist Sales Executive – Data Protection will serve as an important part of the HPE Enterprise sales function by providing sales expertise in the areas of Data Protection (DP), Business Continuity (BC), Disaster Recovery (DR), and Cyber Resilience (CR). By building relationships across the ecosystem with HPE internal sellers, channel partners, ISV partners, and customers, this person will drive consistent revenue and market share growth across the data protection portfolio in their assigned territory.

This role covers the MD/DC/DE territory; qualified candidates must reside within close proximity of this location.

Responsibilities

• Drive consistent revenue growth across the Data Protection portfolio of technologies including but not limited to: Zerto software, ISV data protection software, data protection storage, cyber vaults, professional services, and other ancillary solution components.
• Collaborate internally with other HPE Sales Organizations to develop new opportunities and augment existing sales pursuits by introducing relevant DP/BC/DR/CR solutions where relevant and appropriate.
• Direct and coordinate supporting sales activities related to pipeline hygiene through account managers, Presales, channel partners and other relevant stakeholders.
• Effectively use internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion.
• Negotiate and drive profitable deals to ensure successful closure and a high win rate.
• Establish 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.
• Leverage advanced knowledge of competitors and industry trends to strategically position the company's products and services.
• Focus on and work with the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users.
• Effectively lead, evangelize, and help 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.
• Act as a trusted solutions consultant for the slated accounts/region.
• Reinforce and articulate HPE's strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate.
• Effectively use references to craft a story that makes complex technologies seem simple and understandable for the customers.
• Actively generate customer interest and anticipate customer's buying trends. Link business and financial benefits with technology offerings. Illustrate the ROI & TCO advantages of HPE offerings for the customer's business.
• Cultivate and maintain positive relationships with customers to ensure account retention and growth, to position the company as the preferred vendor to meet business needs.

Qualifications

• Minimum of 5-7 years of field software solution sales experience.
• At least 2 years of experience selling data protection and/or business continuity/disaster recovery and/or cyber resiliency solutions.
• Successful Sales Executives who have worked at Value Added Resellers (VAR) with a demonstrated history of selling relevant solutions and technologies will also be considered ideal candidates.
• Highly consultative approach with a demonstrated history of managing complex $MM solutions from discovery through closure.
• Demonstrated history of consistently exceeding quota objectives.
• Must reside within xx miles of assigned region.
• Experience selling to a multitude of industries and verticals is highly desirable.
• Strong relationships in VAR/Reseller/Managed Provider ecosystem.
• Cybersecurity knowledge and experience are a big plus.
• Ability to demonstrate selling value solutions with proven methodology (MEDDIC / MEDDPICC / Force Management Preferred).
• Ability to navigate large, highly matrixed organizations to create leverage and scale is highly preferred.

Additional Skills

• Accountability
• Active Learning
• Active Listening
• Assertiveness
• Building Rapport
• Coaching
• Complex Sales
• Creativity
• Critical Thinking
• Cross-Functional Teamwork
• Customer Experience Strategy
• Empathy
• Financial Acumen
• Follow-Through
• Growth Mindset
• Identifying Sales Opportunities
• Industry Knowledge
• Intellectual Curiosity
• Long Term Planning
• Managing Ambiguity

Benefits

• Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.
• Personal & Professional Development: Specific programs catered to helping you reach any career goals you have.
• Unconditional Inclusion: A commitment to being unconditionally inclusive and celebrating individual uniqueness.