Sales Specialist

Sales Specialist - Zerto (Data Protection and Cyber Resiliency Solutions)

This role has been designed as ''Onsite' with an expectation that you will primarily work from an HPE 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 varied 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:

The Sales Specialist - Zerto (Data Protection and Cyber Resiliency Solutions) is responsible for leading pursuit, collaborating with Account Managers, and providing specialist expertise within the sales team. Drives proactive campaigns to build the pipeline and uses specialised knowledge and skills to prospect, qualify, negotiate, and close opportunities. Exercises independent judgment within defined practices and procedures to determine appropriate action. Follows established guidelines and interprets policies. Evaluates unique circumstances and makes recommendations.

Maintains an outside-in view, stays abreast of competitors, leverages HPE's opportunities and mitigates challenges. Exercises relevant expertise in Data Protection and Cyber Resiliency solutions leveraging the HPE storage portfolio and ecosystem of partners. Actively hunts for solution opportunities in acquisition and development accounts to pursue new business.  Actively generates customer interest and links business & financial benefits with technology. Brings a customer-first approach to build stickiness through consultative engagements and financial constructs. Laser focused on the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users.

Your Key Responsibilities:

• Actively prospects new opportunities. Discovers or cultivates opportunities within existing accounts.

• Manages, coordinates, and drives sales activities.

• Builds sales pipeline and drives opportunities to successful closure by effectively using internal sales tools.

• Executes pursuit plans as appropriate.

• Formulates and expands solutions to generate additional product or service attachments and up sell to increase revenue.

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

• Coordinates supporting sales activities related to pipeline hygiene through account managers, Presales, channel partners and other relevant stakeholders.

• Effectively uses internal sales tools for maintaining 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.

• Establishes a professional and consultative relationship with the client by developing an intermediate understanding of the unique business needs of the client within the industry. Works with the client up to the IT management level.

• Interfaces with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.

• Focuses on and works with the channel to forge relationships, provide enablement of key technologies, and co-sell to end users.

• Coordinates marketing campaigns (digital/new techniques) associated with storage to ensure successful launches, alignment with the account strategy, and the maintenance of campaign momentum.

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

About You

• Demonstrated achievement of progressively higher quota, interfaces with diverse business customers.

• 5-7+ years of sales experience.

• Possesses expertise to be able to assess solution feasibility from a technical and business perspective, to determine "qualify-in"/"qualify-out" status.

• Demonstrates hunter mentality to actively pursue solution opportunities in acquisition, development, and conglomerate accounts focused on driving new business.

• Possesses knowledge of digital and modern methods to connect and sell.

• 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.

• Understands how and when to engage different types of partners effectively and can map the right partner to an opportunity.

• Solid communication and presentation skills (for presenting within IT and C-suite).

• Shows positive behaviours and an approachable demeanour when dealing with others.

• 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.