Data Protection Sales Specialist

Hewlett Packard Enterprise; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Hewlett Packard Enterprise seeks a Data Protection Sales Specialist to drive revenue in DP/BC/DR/CR across a designated territory. This remote/teleworker role builds relationships with internal sellers, channel partners, ISV partners, and customers to expand DP offerings.

The role covers the Raleigh, NC and Charlotte, NC region; candidates must reside within 50 miles of these locations. Ideal candidates have 5–7 years of field software solution sales experience and a proven history selling data

Qualifications

• 5–7 years of field software solution sales experience.
• 2+ years selling data protection and/or BC/DR/CR solutions.
• Experience selling through VARs with a demonstrated history of selling relevant solutions and technologies.
• 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 multiple 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 (MEDDIC / MEDDPICC / Force Management Preferred.)
• Ability to navigate large, highly matrixed organizations to create leverage

Responsibilities

• Drive revenue growth across the Data Protection portfolio of technologies including but not limited to: 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. 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 Zerto and Data Protection 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 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.

Job description

Data Protection Sales Specialist

This role has been designated as 'Remote/Teleworker', which means you will primarily work from home.

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 varied 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

The Specialist Sales Executive - Data Protection will serve as an important part of the HPE Enterprise sales function by providing sales expertise in the areas of Data Protection (DP), Business Continuity (BC), Disaster Recovery (DR), and Cyber Resilience (CR). By building relationships across the ecosystem with HPE internal sellers, channel partners, ISV partners, and customers, this person will drive consistent revenue and market share growth across the data protection portfolio in their assigned territory.

This role covers the Raleigh, NC and Charlotte, NC territory; qualified candidates must reside within 50 miles of this location.

Responsibilities

• Drive consistent revenue growth across the Data Protection portfolio of technologies including but not limited to: 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. 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 Zerto and Data Protection 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 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.

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 (VAR) 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 (MEDDIC / MEDDPICC / Force Management Preferred.)
• Ability to navigate large, highly matrixed organizations to create leve