Hewlett Packard Enterprise | Zerto Service Provider Account Exec | Melbourne
vor 3 Wochen
Zerto Service Provider Account Exec
This role has been designed as 'Onsite' with an expectation that you will primarily work from an HPE partner/customer office.
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 Description:
Zerto helps customers accelerate IT transformation by eliminating the risk and complexity of modernization and cloud adoption.
By replacing multiple legacy solutions with a single Cloud Data Management Platform, Zerto is changing the way disaster recovery, data protection, and cloud are managed.
With enterprise scale, Zerto's software platform delivers continuous availability for an always-on customer experience while simplifying workload mobility to protect, recover, and move applications freely across hybrid and multi-clouds.
Zerto is trusted by over 9,000 customers globally and is powering Cloud Data Management and resiliency offerings for Microsoft Azure, IBM Cloud, AWS, and more than 450 cloud services providers.
The MSP Account Executive is responsible for leading pursuit, collaborating, supporting, and providing specialist expertise within the sales team.
Driving proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities across Korea.
Your Key Responsibilities:
Seeks out new opportunities by expanding and enhancing existing opportunities with Managed Service Providers.
Develops pursuit plans with new potential SP partners and builds and manages the sales pipeline.
Contributes to proposal development, negotiations, and deal closings.
Builds sales readiness and reduces client learning curve through effective knowledge transfer.
Participates in client engagements up to C-level.
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.
Negotiates profitable deals so that the company can expand opportunities based on the existing business, and increase Zerto's footprint and recurring revenue.
Drives sales of 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.
Effectively leads, evangelizes, and helps to coordinate marketing campaigns (digital/new techniques) to ensure successful launches and maintenance of campaign momentum, in alignment with the account strategy.
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.
About You:
Demonstrated achievement of progressively higher quota, interface with diverse business customers.
4-8+ years of sales & channel experience.
Deep understanding of the Managed Services market in Korea.
Strong experience in value-based software sales.
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, Active Learning, Active Listening, Assertiveness, 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, Long Term Planning, Managing Ambiguity.
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:
Follow @HPECareers on Instagram to see the latest on people, culture, and tech at HPE.
Job: Sales
Job Level: Specialist
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer.
We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills.
We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need.
Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
Hewlett Packard Enterprise is EEO F/M/Protected Veteran/Individual with Disabilities.
HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.
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