182 applicants

Company

Hewlett Packard Enterprise · 1 day ago

Zerto – Cyber Resilience Vault Sales Engineer

Full-time

Remote

Mid, Senior Level

$116K/yr - $274K/yr

5+ years exp

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Responsibilities

Achieving customer business outcomes with the Zerto Cyber Resilience Vault (ZCRV), in combination with all necessary third-party components (e.g. software and integration).

Develops, contributes to, and articulates compelling, accurate, and relevant proposals and ensures customer's business and technical requirements are met.

Is aligned to a specific area of technical expertise – Zerto and ZCRV.

Able to articulate 301 to 401 level knowledge on ZCRV, and drive ZCRV technical deep dive sessions with customers.

Provides technical expertise to sales teams and customers (through sales presentations, product/solution demonstrations, etc.) aimed at gaining the customer mindshare within the Zerto and ZCRV domain.

Drives various technical aspects of Vault campaigns including sizing and creating bill of materials.

Educates HPE Sales Engineers and Solution Architects on the ZCRV solution, technical benefits / differentiators.

Educates customers on the ZCRV solution versus the competition, assisting in the enablement of the wider HPE Ecosystem and partners.

The focus of this role is on technical selling to customers/partners and so may be aligned to specific accounts based on business priority.

Demonstrates in-depth knowledge in the Zerto Cyber Resilience Vault as well as the customer’s technical and business environment.

Contributes to customer proposals, manages the expectations of internal stakeholders and customers, ensuring the customer’s business and technical requirements are met.

Helps quantify the impact of the business problem(s), positions business value, and identifies the strengths and weaknesses of the overall proposed solution to achieve long-term business objectives.

Translates outcome-based solutions into a functional solution design that aligns to the customers business needs, and then translates that into a technical design and architecture that can be scaled to accommodate growth.

Communicates how the solution addresses customers business needs.

Participates in deep-dive discussions and partners with the account team to build customer relationships at all levels in a customer.

Successfully transfers knowledge to external partners to deliver effective solutions to customers.

Monitors the account pipeline and nurtures active deals from the opportunity to close.

Builds strong professional relationships with customer key executives across the business and industry.

Proactively shares knowledge with peers and helps develop more junior team members.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Zerto Cyber Resilience VaultTechnical consultingSolution sellingSales presentationsProposal developmentHardware understandingSoftware understandingIndustry certificationsSolution configurationsDemosProofs-of-conceptConsultative selling skillsCross-functional collaborationEnterprise architecturePresenterCustomer relationship managementVolumeVelocity handlingMatrixed environment experienceObjection handlingClosing skills

Required

University technical degree or equivalent technical qualifications.

Cyber and Data Protection background, with a strong technical background.

5+ years of technical experience in IT with a focus on technical consulting and solution selling with 5+ years proven successful sales track record.

Good understanding of hardware and software.

Strong Presenter.

Strong Customer facing skill set / managing relationships.

Ability to deal with volume and velocity.

Ability to deal in matrixed environment.

Strong experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements.

Strong understanding of the company portfolio of products, software, services, and how they can be combined to address customer needs.

Strong ability to translate differentiated value, solutions, and workloads and ability to prioritize Vault offerings that will achieve the customer’s outcomes and greatest return.

Strong ability to collaborate cross-functionally to ensure consistency of output and meet strategic goals.

Strong written and verbal communication skills, including active listening and storytelling, and the ability to communicate in English and applicable local languages as needed to perform job requirements.

Demonstrates advanced discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions.

Strong consultative/value selling skills, including, whiteboarding, objection handling, and closing skills to proactively help customers make business decisions.