Zerto, acquired by Hewlett Packard Enterprise company in 2021 · 2 months ago
Zerto Sales Specialist
Orlando, FL
Full-time
Hybrid
Senior Level
$156K/yr - $365K/yr
5+ years expHewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. The Zerto Sales Specialist is responsible for leading sales efforts for storage products and solutions, collaborating with account managers, and driving proactive campaigns to build a sales pipeline.
ComputerEnterprise SoftwarePrivate CloudSaaSSoftwareVirtualization
Responsibilities
Responsible for sales of storage products and solutions in assigned territory, industry or accounts
Seeks out new opportunities by expanding and enhancing existing opportunities
Develops pursuit plans and builds and manages the storage sales pipeline
Contributes to proposal development, negotiations and deal closings
Build sales readiness and reduces client learning curve through effective knowledge transfer in storage
Works closely with and supports the Account Manager, providing technical expertise and support. Participates in client engagements up to C- level for complex solutions in smaller accounts
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 profitable deals so that the company can expand opportunities based on the existing business, and increase the company's footprint and revenue in storage
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 a developed understanding of the unique business needs of the client within the industry
Interfaces with both internal and external/industry experts to anticipate customer needs and facilitate solutions development
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 successful launches and maintenance of 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 understands the 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
Supports deal closure in partnership with relevant internal stakeholders, including account managers and channel partners
Qualification
Required
Typically, 5+ years of sales experience
Disaster Recovery / Backup recovery solution sales experience required
Extensive vertical industry knowledge required - enterprise accounts
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
Uses client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client
Demonstrates hunter mentality to actively pursue 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 prospect within accounts, to discover or cultivate sales opportunities
Deep knowledge of storage, cloud, solution or service offerings as well as competitor's offerings, to be able to sell expansive systems or services and attached products
Understands the outside-in view and possesses solid 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 knowledge in researching and sharing service-related information with account teams and customers
Understands the industry and market segments in which key accounts are situated, and integrates this knowledge into consultative selling
Understands services as part of strategic product sales
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 the business models of service providers, to be able to engage and sell
Solid communication skills and actively supports account team with expertise, proposal support, presentations, and other customer/partner communications
Motivates, coaches and supports peer sales team members to ensure effective selling; counsels through selling challenges
Understands how changing requirements and unintended consequences impact success, and builds contingencies to manage these factors
Willing to take calculated risks in line with the vision from senior leadership
Recognizes and celebrates successes
Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity
Preferred
University or Bachelor's degree preferred
Demonstrated achievement of progressively higher quota, interface with diverse business customers
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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