Zerto Sales Specialist - Carolinas

* Responsible for sales of storage products and solutions in assigned territory, industry or accounts.
* Seeks out new opportunities by expanding and enhancing existing opportunities.
* Develops pursuit plans and builds and manages the storage sales pipeline.
* Contributes to proposal development, negotiations and deal closings.
* Build sales readiness and reduces client learning curve through effective knowledge transfer in storage.
* 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.
* 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 profitable deals so that the company can expand opportunities based on the existing business, and increase the company's footprint and revenue in storage.
* 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 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.
* 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 successful launches and maintenance of 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 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.
* University or Bachelor's degree preferred.
* Demonstrated achievement of progressively higher quota, interface with diverse business customers.
* Typically, 5+ years of sales experience
* Disaster Recovery / Backup recovery solution sales experience required
* Extensive vertical industry knowledge required - enterprise accounts
* Must be located in North Carolina or South Carolina to be considered
** Knowledge and Skills
** 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.
* Uses client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client.
* Demonstrates hunter mentality to actively pursue 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.
* 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.
* 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.
* Demonstrates high service knowledge in researching and sharing service-related information with account teams and customers.
* Understands the industry and market segments in which key accounts are situated, and integrates this knowledge into consultative…