Description
The Data Protection Sales Specialist will serve as an important part of the HPE Enterprise sales function by providing sales expertise in the areas of Data Protection, Business Continuity, Disaster Recovery, and Cyber Resilience.
Responsibilities:
- Drive consistent revenue growth across the Data Protection portfolio of technologies including 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.
- 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.
- Negotiates and drives profitable deals to ensure successful closure and a high win rate.
- 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.
- 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 Zerto and Data Protection marketing campaigns to ensure a successful launch and maintenance of the campaign momentum, in alignment with the account strategy.
- Acts as a trusted 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.
- Cultivates and maintains positive relationships with customers to ensure account retention and growth.
Education and Experience:
- Ideal candidates will have a minimum of 5-7 years of field software solution sales experience and 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 with a demonstrated history of selling relevant solutions and technologies will also be considered ideal candidates.
- Candidates should possess a highly consultative approach with a demonstrated history of managing complex $MM solutions from discovery thru closure.
- Demonstrated history of consistently exceeding quota objectives.
- Must reside within 50 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.
- Ability to navigate large, highly matrixed organizations to create leverage and scale is highly preferred.