HPE Zerto Account Manager

CISSP & A CISO | Doctorate Researcher on AI & Cybersecurity | Automating Compliance & AI Auditing | Sales & GTM Leader This role has been designed as Onsite with an expectation that you will primarily work from an HPE office. Company Overview 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 embrace varied backgrounds and provide flexibility to balance work and personal needs. Job Description The Zerto Account Manager is responsible for leading pursuit and providing specialist expertise within the Enterprise sales team. They drive proactive campaigns to build the pipeline, using specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities. Your Key Responsibilities Responsible for sales of Zerto products and solutions Seeks out new opportunities by expanding and enhancing existing opportunities Develops pursuit plans and builds and manages the Zerto sales pipeline Contributes to proposal development, negotiations, and deal closings Build sales readiness and reduces client learning curve through effective knowledge transfer in data protection 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/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 data protection Drives sales of the Zerto 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 Zerto marketing campaigns (digital/new techniques) to ensure successful launches and maintenance of campaign momentum, in alignment with the account strategy 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 About You Demonstrated achievement of progressively higher quota, interface with diverse business customers 4-8+ years of sales experience Data protection and resilience related sales experience strongly desired Extensive vertical industry knowledge required 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 service solutions to client Demonstrates hunter mentality to actively pursue solution opportunities in acquisition and development accounts and to pursue new business Possesses knowledge of digital and modern methods to connect and sell Deep knowledge of data protection solution or service offerings as well as competitor's offerings, to be able to sell expansive systems or services and attached products Understands how the company's solutions differentially address specific vertical industry challenges, as well as their cross-segment capabilities 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 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 Willing to take calculated risks in line with the vision from senior leadership 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 Additional Skills 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, Long Term Planning, Managing Ambiguity Benefits Health & Wellbeing – comprehensive suite of benefits supporting physical, financial and emotional wellbeing Personal & Professional Development – programs to help you reach career goals Unconditional Inclusion – inclusive work environment celebrating individuality and flexibility Equal Employment Opportunity Statement HPE is an Equal Employment Opportunity/ Veterans/ Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are based on qualifications, merit, and business need. HPE complies with all applicable laws related to employer use of arrest and conviction records, and considers applicants with criminal histories. Please click Equal Employment Opportunity for more information. #J-18808-Ljbffr