Sales Specialist - Data Protection (Michigan)

Hewlett Packard Enterprise; Michigan; Remote; USD 198,000 - 466,000; Full time

Benefits offered by this job

Health & Wellbeing

Career development

Inclusive workplace

Job summary

Hewlett Packard Enterprise seeks a Sales Specialist – Data Protection for Michigan. This remote role covers Michigan and Northern Ohio, driving DP/BC/DR/CR solutions with a consultative approach.

You will work with internal teams, partners and customers to grow revenue and market share while coordinating campaigns and ensuring successful closures. The ideal candidate has 5+ years in field software sales and at least 2 years selling data protection related solutions, with MEDDIC methodology

Qualifications

• 5+ years of field software solution sales experience.
• 2+ years selling data protection and/ or BC/DR/CR solutions.
• Experience selling to complex, multi-stakeholder accounts.
• Must reside within 50 miles of the assigned region.

Responsibilities

• Drive revenue growth across Data Protection portfolio in Michigan and adjacent markets.
• Collaborate with internal sales, channel partners, and customers to expand opportunities.
• Maintain pipeline hygiene and coordinate with Presales and partners.
• Negotiate and close profitable deals, achieving strong win rates.
• Engage C-level stakeholders and articulate ROI/TC0 benefits.

Skills

Field software sales

Consultative selling

MEDDIC/MEDDPICC

Cybersecurity awareness

VAR/Reseller ecosystem

Job description

Sales Specialist - Data Protection (Michigan)

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 Sales Specialist – 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 All of Michigan and Northern Ohio; qualified candidates should reside in Michigan.

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+ 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 the 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.) The ability to navigate large, highly matrixed organizations to create leverage and scale is highly preferred.

Accessibility:

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here. Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

Work Location:

Remote / Teleworker. This role covers All of Michigan and Northern Ohio; qualified candidates should reside in Michigan.

What We Can Offer You:

Health & Wellbeing We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

Job: Sales Job Level: Expert

“The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. – United States of America: Annual Salary USD 198,000 - 465,500 in Michigan & Ohio This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 50%/50%.” Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html.

Equal Employment Opportunity / Veterans / Disabled / LGBT Employer

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

Equal Employment Opportunity

Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law. If you’d like more information about your EEO right as an applicant under the law, please click here: Know Your Rights.

EEO Protected Veteran / Individual with Disabilities

Hewlett Packard Enterprise is EEO 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.

Disclosure of Sensitive Personal Data

Please ensure the resume you submit to us does not include any sensitive personal data. Sensitive personal data includes data revealing information about your racial or ethnic origin, political opinions, religious or philosophical beliefs, trade union membership, health, sex life or sexual orientation. To the extent the resume you submit does contain this type of personal data, you consent to the storing and processing of this data by HPE for the purpose of reviewing and managing your application.

Additional Company Statements

Hewlett Packard Enterprise Technology innovation that fosters business transformation. We Are In the Acceleration Business We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives. Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.

Standards of Business Conduct (SBC)

The Hewlett Packard Enterprise Standards of Business Conduct (SBC) embody the fundamental principles that govern our ethical and legal obligations to Hewlett Packard Enterprise. They pertain not only to our conduct in the company but also to conduct involving our customers, channel partners, suppliers and competitors. Read more about how we win the right way.

Equal Opportunity Employer (EEO)

Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected through federal, state, or local law.

Equal Employment Opportunity is the Law

Equal Employment Opportunity is the Law - Supplement E-Verify (US & PR only) HPE is an E-Verify employer. E-Verify is an Internet-based system that compares information from an employee's Form I-9, Employment Eligibility Verification, to data from U.S. Department of Homeland Security and Social Security Administration records to confirm the employment eligibility of all newly hired employees. For more information click here.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here. Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.