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Company

Zerto · 8 hours ago

Zerto Enterprise Account Executive - Bay Area

San Jose, CA

Full-time

Remote

Mid Level

$190K/yr - $446K/yr

3+ years exp

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Responsibilities

Responsible for sales of Zerto storage products and solutions in assigned territory, industry or accounts.

Creates and drives the Zerto storage sales pipeline. Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others.

Collaborates with the account pursuit teams to leverage their solutions expertise for business development.

Build sales readiness and reduces client learning curve through effective knowledge transfer in storage.

Contributes to development of quota objectives and future direction for Zerto storage product lines.

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 and drives profitable deals to ensure successful closure and a high win rate.

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 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 Storage 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 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 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.

Supports deal closure in partnership with relevant internal stakeholders including account managers and channel partners.

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.

Enterprise software salesZerto storage productsData protectionInfrastructure experienceSales tools proficiencyConsultative sellingSales pipeline managementTechnical solution assessmentPartner ecosystem knowledgeFinancial acumenCybersecurity experienceCustomer experience strategyComplex salesProject management

Required

3-5 years of consultative software solution selling required.

Infrastructure experience required (Cloud or on-prem).

Must reside in greater San Francisco area and have the ability to travel within the Northern California region.

Experience Building a territory from $0 to $1M+.

Proven background selling to multiple types of customers – Commercial/Mid-Market and Enterprise.

Strong relationships in VAR/Reseller/Managed Provider ecosystem.

Ability to demonstrate selling value solutions with proven methodology (MEDIC / MEDDPICC / Force Management Preferred).

Adaptability.

Preferred

Background in data protection preferred.

University or Bachelor's degree preferred.

Experience in a major storage company (HPE, Dell/EMC Data Protection, Pure, Netapp, etc) or with a data protection company (Veeam, Cohesity, Rubrik, Commvault preferred).

VAR experience a plus.

Cybersecurity experience a plus.

Benefits

Health & Wellbeing

Personal & Professional Development

Diversity, Inclusion & Belonging

Company

Zerto

Glassdoor

3.5

Zerto is an IT resilient all-in-one converged disaster recovery, data protection, and cloud mobility solution. It is a sub-organization of Hewlett Packard Enterprise.

Founded in 2009

Boston, Massachusetts, USA

501-1,000 employees