Zerto Sales Specialist - Commvault Resell

Zerto Sales Specialist - Commvault Resell

Role type:
Remote/Teleworker (primarily work from home).

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 values varied backgrounds and strives to accelerate what’s next.

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

• 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.
• Builds 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.
• Negotiates profitable deals to expand opportunities based on the existing business and increase the company’s footprint and revenue in storage.
• Drives sales of the Storage portfolio with leadership and initiative to prospect, negotiate and close deals.
• Establishes a professional and consultative relationship with the client by understanding the client’s unique business needs within the industry.
• Interfaces with internal and external/industry experts to anticipate customer needs and facilitate solutions development.
• Focuses on working with the channel to forge relationships, enable key technologies, and co-sell to end-users.
• Leads and coordinates Storage marketing campaigns (digital/new techniques) to ensure launches and sustained momentum, aligned with the account strategy.
• Acts as a trusted storage solutions consultant for slated accounts/region.
• Reinforces and articulates HPE’s strategy and portfolio to partners to uncover new business opportunities and contacts, including new logos when appropriate.
• Uses references to craft a clear story that makes complex technologies understandable for customers.
• Generates customer interest and understands buying trends. Links business and financial benefits with technology offerings and illustrates 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 6+ years of partner/channel sales experience required.
• Backup recovery and disaster recovery-related sales experience strongly desired.
• Extensive vertical industry knowledge required - channel/partners.
• Prior experience selling through/with Commvault strongly preferred.

• Deep knowledge of storage, cloud, solution or service offerings as well as competitor offerings to sell expansive systems or services and attached products.
• Understands industry trends…