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Company

Hewlett Packard Enterprise · 3 hours ago

Zerto Enterprise Account Executive - San Diego

San Diego, 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

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Enterprise software salesData protectionStorage solutionsConsultative sellingCloud infrastructureSales pipeline managementCustomer relationship managementCybersecurityVAR experienceFinancial acumenSales methodologiesTechnical solution assessmentCoachingComplex salesProject management

Required

3-5 years of consultative software solution selling required.

Experience in enterprise software sales is important.

Strong in-territory brand as an effective seller and problem solver is a requirement.

Infrastructure experience required (Cloud or on-prem).

Must reside in greater San Diego area and have the ability to travel within the Southern 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).

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.

Demonstrates hunter mentality to actively pursue for 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.

Is considered an expert in knowledge of storage, cloud, solution or service offerings as well as competitor's offerings to be able to sell large solutions.

Understands the outside-In view and possesses deep knowledge of industry trends.

Demonstrates high service, product, and solution knowledge.

Understands the industry and market segments in which key accounts are situated, and integrates this knowledge into consultative selling.

Possesses the ability to leverage the company's product portfolio and services to up sell.

Possesses deep expertise of end to end data solutions leveraging the HPE storage portfolio and ecosystem of partners.

Understands how and when to engage different types of partners effectively.

Possesses advanced financial acumen and leverages the available tools to profile each account's business unit.

Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.

Collaborates with management and sales teams in shared accounts to ensure seamless integration of Storage Specialist sales with other sales activities.

Persuades and negotiates with others, draws upon interpersonal skills, empathy, and understanding of personality types.

Motivates, coaches and supports peer sales team members to ensure effective selling; counsels through selling challenges.

Clearly address challenges on customer's/partner's business horizon, aligns with requirements and priorities, reflects strategic partnering, and contributes to account growth objectives.

Demonstrates courage to take calculated risks; creates a sense of trust to inspire innovation in the team.

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.