Marketplace Alliance Account Executive

Marketplace Alliance Account Executive

Location: Hybrid role with an expectation to work 2-3 days per week from an HPE office.

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 diverse 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:

Job Family Definition:

Develops and nurtures a strategic/mutually beneficial relationship with public cloud partners and their ecosystem partners to drive additional revenue with joint sales efforts. Works closely with Zerto/HPE sellers and partner sales teams to increase awareness of alliance related opportunities and engages with the appropriate HPE account executive to build targeted strategic relationships to build long term business opportunities for the company. These jobs focus on selling to customers, typically through work that occurs outside HPE offices.

Management Level Definition:

Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

Responsibilities:

• Influences large account sales teams to partner for near-term revenue growth, while at the same time, develop joint relationships, initiatives and programs for long-term sustained account success.
• Support Zerto’s regional field sales organization on engagement management and public cloud partners.
• Assist with providing content for training curriculum and sales enablement.
• Coordinate activities and have involvement with both public cloud partners and Zerto sellers along with marketing as part of Alliance strategy.
• Manage joint sell-with and go-to-market activities with Alliance Partners.
• Speak to, and enable, Zerto sales teams to work effectively with public cloud sales teams to expand and accelerate deals and benefit our customers.
• Understand and articulate the Alliance partners' strategic initiatives and leverage these to increase opportunities for Zerto sellers.
• Build and maintain relationships with key personnel in Alliance partners and facilitate engagement.
• Attend and participate in Alliance events and seminars.
• Facilitate and drive co-selling opportunities, account mapping and other sales engagements between Zerto field sales and Alliance partner sales teams.
• Provide an escalation point for pre-sales and post-sales issues for any activity within Alliance partners.
• Creates, fills in and manages company funnel for deals with public cloud partners by generating leads for partners and for the company in all our areas of business and customer segments.

Education and Experience Required:

• University or Bachelor's degree preferred.
• Typically 5-8 years of selling experience at end-user account or partner level.
• Solid experience in selling products and services.

Knowledge and Skills:

• Understands relationship/value partner management requirements - solution focus, alliance building and resourcing.
• Good understanding of end user needs with regards to the BU.
• Leverage consultative selling in account to identify opportunities.
• Partner effectively with others in the account to ensure coordinated efficient account management.
• Advocate for client needs in negotiating sales & troubleshooting solution delivery issues.
• Actively manage the account to protect & grow company's business.
• Forecasting, planning and reporting skills in relation to partner/alliance deals.
• Shape offers in pursuit of new business and/or portfolio enhancement.
• Solid understanding of the IT industry, competing vendors, and the channel.
• Dimensions include competitive positioning.
• Solid understanding of company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure.
• Solid understanding of many of company's products, software, and services.
• Able to communicate the strengths of company's offerings, and overcome objections.
• Effectively sells company offerings by building strategic relationships with partner decision makers; and promoting company programs and offerings.
• Develops account plans with partner to grow company's share of the business.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Ability to motivate partner's sales force.

Additional Skills:

Accountability, Active Learning (Inactive), 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, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity and more.

What We Can Offer You:

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.

HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.