Zerto, acquired by Hewlett Packard Enterprise company in 2021 · 6 hours ago
Data Protection- Zerto Account Executive
United States
Full-time
Remote
Senior Level
$170K/yr - $328K/yr
5+ years expHewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. The Enterprise Sales Executive will be responsible for driving pipeline creation and opportunity development by leveraging the HPE ecosystem and their own sourcing efforts, focusing on Zerto storage products and solutions.
ComputerEnterprise SoftwarePrivate CloudSaaSSoftwareVirtualization
Responsibilities
Responsible for sales of Zerto storage products and solutions in assigned territory, industry or accounts
Creates and drives the Zerto 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
Build sales readiness and reduces client learning curve through effective knowledge transfer in storage
Contributes to development of quota objectives and future direction for Zerto 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 (digital /new techniques) 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, 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
Qualification
Required
5+ years of consultative software solution selling required
Infrastructure experience required (Cloud or on-prem)
Must reside in greater Denver, CO area or Salt Lake City, Utah area and have the ability to travel to up 30% within the CO and UT region
Experience Building a territory from $0 to $1M+
Proven background selling to multiple types of customers – Commercial/Mid-Market and Enterprise
Strong relationships in VAR/Reseller/Managed Provider ecosystem
Adaptability
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
Demonstrates hunter mentality to actively pursue for 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 prospects within accounts to discover or cultivate sales opportunities
Is considered an expert in knowledge of storage, cloud, solution or service offerings as well as competitor's offerings to be able to sell large solutions
Understands the outside-In view and possesses deep knowledge of industry trends. Stays abreast of competitors and key partner/ISV solutions, including both traditional and emerging vendors. Leverages HPE's opportunities and mitigates challenges
Understands the role of IT within the area of storage. Understands how the company's solutions differentially address specific vertical industry challenges, as well as their cross-segment capabilities
Demonstrates high service, product, and solution knowledge. Can articulate and differentiate HPE's product offerings against the competition
Understands the industry and market segments in which key accounts are situated, and integrates this knowledge into consultative selling
Possesses the ability to leverage the company's product portfolio and services to up sell
Possesses deep expertise of end to end data solutions leveraging the HPE storage portfolio and ecosystem of partners, with a strong focus on traditional & modern applications and change the playing field on our competitors
Understands how and when to engage different types of partners effectively, and is able to map the right partner to an opportunity
Expertise in mapping the right partner skills to the required storage related opportunity
Possesses deep understanding of business models of service providers, to be able to engage and sell
Possesses advanced financial acumen and leverages the available tools to profile each account's business unit
Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics
Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit
Collaborates with management and sales teams in shared accounts to ensure seamless integration of Storage Specialist sales with other sales activities
Persuades and negotiates with others, draws upon interpersonal skills, empathy, and understanding of personality types
Motivates, coaches and supports peer sales team members to ensure effective selling; counsels through selling challenges
Clearly address challenges on customer's/partner's business horizon, aligns with requirements and priorities, reflects strategic partnering, and contributes to account growth objectives
Demonstrates courage to take calculated risks; creates a sense of trust to inspire innovation in the team
Rewards, recognizes and celebrates successes
May lead sales engagements to position creative storage solution which is the key to a profitable and successful delivery
Accounts may be international or global
Typically assigned higher than average quota
Orchestrates the regional pursuit resources for the account
Preferred
Background in data protection preferred
University or Bachelor's degree preferred
Experience in a major storage company (HPE, Dell/EMC Data Protection, Pure, Netapp, etc) or with a data protection company (Veeam, Cohesity, Rubrik, Commvault preferred)
VAR experience a plus
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
Company
Zerto, acquired by Hewlett Packard Enterprise company in 2021
Zerto, a Hewlett Packard Enterprise company, empowers customers to run an always-on business by simplifying the protection, recovery, and mobility of on-premises and cloud applications.
501-1000 employees
H1B Sponsorship
Zerto, acquired by Hewlett Packard Enterprise company in 2021 has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2021 (2)
Funding
Current Stage
Late StageTotal Funding
$183MKey Investors
Kreos CapitalCRVIVP
2021-07-01Acquired
2020-06-18Series F· $33M
2020-06-18Debt Financing· $20M
Leadership Team
Laura Afzali
Senior Human Resources Business Partner
Mike Nassis
Product Marketing Manager, Partners & Industry Marketing
Recent News
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