Zerto - Account Executive - Apac

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 diverse 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 Family Definition:

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.

Management Level Definition

Applies developed subject matter knowledge to solve common and complex business issues within established guidelines and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment within generally defined policies and practices to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

Responsibilities

• Drives sales of the Storage portfolio, using strong leadership and initiative to successfully prospect, negotiate and close deals.
• Effectively uses references to craft a story that makes complex technologies seem simple and understandable for the customers.
• 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.
• Supports deal closure in partnership with relevant internal stakeholders, including account managers and channel partners.
• Interfaces with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
• Effectively uses internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion.
• Reinforces and articulates HPE's strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate.
• Contributes to proposal development, negotiations and deal closings.
• 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.
• Focuses on and works with the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users.
• Build sales readiness and reduces client learning curve through effective knowledge transfer in storage.
• Assesses solution feasibility from a technical and business perspective to determine """"qualify-in""""/""""qualify-out"""" status.
• Develops pursuit plans and builds and manages the storage sales pipeline.
• Responsible for sales of storage products and solutions in assigned territory, industry or accounts.
• Seeks out new opportunities by expanding and enhancing existing opportunities.
• 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.
• Acts as a trusted storage solutions consultant for the slated accounts/region.
• 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.
• 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.
• Collaborates across the HPE teams to deliver a consistent approach to developing business, including account planning for end to end solutions

Classification Guidance

The sections below help differentiate between levels to enable consistency.

Education And Experience

• University or Bachelor's degree preferred.
• Extensive vertical industry knowledge required.
• Typically 4-8+ years of sales experience.
• Demonstrated achievement of progressively higher quota, interface with diverse business customers.
• Storage related sales experience strongly desired.

Knowledge And Skills

Storage Specialist- Sales Acumen & Behaviors

• Uses client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client.
• Possesses knowledge of digital and modern methods to connect and sell.
• 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.
• Possesses the ability to independently articulate the technical solution and the commercial benefits to the client.
• Demonstrates hunter mentality to actively pursue solution opportunities in acquisition and development accounts and to pursue new business.
• Uses storage knowledge to actively prospect within accounts, to discover or cultivate sales opportunities.

Technology Focus

• 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.
• Demonstrates high service knowledge in researching and sharing service-related information with account teams and customers.
• 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.

Solutions Acumen

• Understands services as part of strategic product sales.
• Understands the industry and market segments in which key accounts are situated, and integrates this knowledge into consultative selling.

Partnering Acumen

• Possesses deep understanding of the business models of service providers, to be able to engage and sell.
• 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.

Leadership

• Motivates, coaches and supports peer sales team members to ensure effective selling; counsels through selling challenges.
• Willing to take calculated risks in line with the vision from senior leadership.
• Solid communication skills and actively supports account team with expertise, proposal support, presentations, and other customer/partner communications.
• Understands how changing requirements and unintended consequences impact success, and builds contingencies to manage these factors.
• Recognizes and celebrates successes.

Other

• Possesses advanced financial acumen and leverages the available tools to profile each account’s business unit.
• Good prioritization and delegation skills in order to focus on the key client opportunities.

Impact/Scope

• Account size ranges; may work in a Small, medium, Enterprise, or corporate segment; varied sales cycle.
• Assigned average or higher size quota.

Complexity

• May coordinate internal & external partners to deliver appropriate solution sale.
• Establishes relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups.

Additional Skills

Accountability, 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, Dealing with Ambiguity, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, New Business Acquisition {+ 6 more}

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.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.

Let's Stay Connected

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Job

Sales

Job Level

Specialist

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