Zerto, Service Provider Account Executive

Zerto, Service Provider Account Executive

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:

Hewlett Packard Enterprise advances the way people live & work. We bring together the brightest minds to create breakthrough technology solutions, helping our customers make their mark on the world.

Job Family Definition:

Sales Specialists & Consultants are product, services, software, or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities.

Responsibilities

• Responsible for sales of storage products and solutions in assigned territory, industry, or accounts.
• Seeks out new opportunities by expanding and enhancing existing opportunities.
• Develops pursuit plans and builds and manages the storage sales pipeline.
• Contributes to proposal development, negotiations, and deal closings.
• Builds sales readiness and reduces client learning curve through effective knowledge transfer in storage.
• Works closely with and supports the Account Manager, providing technical expertise and support. Participates in client engagements up to C-level for complex solutions in smaller accounts.
• 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 profitable deals so that the company can expand opportunities based on the existing business, and increase the company's footprint and revenue in storage.
• Establishes a professional and consultative relationship with the client by achieving a developed understanding of the unique business needs of the client within the industry.
• Interfaces with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
• 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 Storage marketing campaigns (digital/new techniques) to ensure successful launches and maintenance of campaign momentum, in alignment with the account strategy.
• Acts as a trusted storage 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 understands the 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.
• Supports deal closure in partnership with relevant internal stakeholders, including account managers and channel partners.

Education and Experience

• University or Bachelor's degree preferred.
• Demonstrated achievement of progressively higher quota, interface with diverse business customers.
• Typically 4-8+ years of sales experience.
• Storage related sales experience strongly desired.
• Extensive vertical industry knowledge required.
• High fluency in Japanese language and Business English skills.

Knowledge and Skills

Storage Specialist - Sales Acumen & Behaviors

• Possesses expertise to be able to assess solution feasibility from a technical and business perspective, to determine "qualify-in" / "qualify-out" status.
• Uses expertise to negotiate and drive deals, to ensure successful closure and a high win rate.
• Uses client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client.
• Demonstrates hunter mentality to actively pursue solution opportunities in acquisition and development accounts and to pursue new business.
• Possesses the ability to independently articulate the technical solution and the commercial benefits to the client.
• Possesses knowledge of digital and modern methods to connect and sell.
• Uses storage knowledge to actively prospect within accounts, to discover or cultivate sales opportunities.

We Offer:

• A competitive salary and extensive social benefits
• Diverse and dynamic work environment
• Work-life balance and support for career development
• An amazing life inside the element!

Additional Information:

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.

HPE 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.