Zerto SLED Southeast Account Executive

$189,500 - $445,500/Yr

Hewlett Packard Enterprise - Tallahassee, FL

Full-time - Mid Level

Remote - Tallahassee, FL

Computer and Electronic Product Manufacturing

About the position

The Zerto SLED Southeast Account Executive role at Hewlett Packard Enterprise (HPE) is a remote position focused on driving sales of storage products and solutions within the Southeastern United States. The position requires a consultative sales approach, leveraging advanced storage expertise to identify and pursue new business opportunities, build a robust sales pipeline, and establish strong relationships with clients, including C-level executives. The role emphasizes collaboration with account managers and other stakeholders to ensure successful deal closures and account growth.

Responsibilities

• Responsible for sales of storage products and solutions in assigned territory, industry or accounts.
• Uses advanced storage expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities.
• Creates and drives the storage 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.
• Builds sales readiness and reduces client learning curve through effective knowledge transfer in storage.
• Contributes to development of quota objectives and future direction for storage 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 storage 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 Storage marketing campaigns to ensure a successful launch and maintenance of the 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.
• 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.

Requirements

• University or Bachelor's degree preferred.
• 6-10+ years of consultative sales experience required.
• Demonstrated achievement of progressively higher quota, interface with Public Sector (SLED) customers at all levels.
• Background in data protection preferred.
• Experience in a major storage company (HPE, Dell/EMC Data Protection, Pure, NetApp, Nutanix etc.) or with a data protection company (Veeam, Cohesity, Rubrik, Commvault) preferred.
• Infrastructure experience required (Cloud or on-prem).
• Must reside in the Southeastern United States and have the ability to travel up to 30% within the region.
• Strong relationships in VAR/Reseller/Managed Service Provider ecosystem preferred.
• Ability to demonstrate selling value solutions with proven methodology (MEDIC / MEDDPICC / Force Management) preferred.

Nice-to-haves

• Cybersecurity experience a plus.
• VAR experience a plus.

Benefits

• Health & Wellbeing benefits for team members and their loved ones.
• Personal & Professional Development programs to help reach career goals.
• Diversity, Inclusion & Belonging initiatives to celebrate individual uniqueness.