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Zerto - Account Executive    This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 days per week 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 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.
Responsibilities Responsible for sales of storage products and solutions in assigned territory, industry or accounts.
Uses advanced storage expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities.
Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others.
Collaborates with the account pursuit teams to leverage their solutions expertise for business development.
Directs and coordinates supporting sales activities related to pipeline hygiene through account managers, Presales, channel partners and other relevant stakeholders.
Assesses solution feasibility from a technical and business perspective to determine """"qualify-in""""/""""qualify-out"""" status.
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 an advanced understanding of the unique business needs of the client within the industry.
Works with clients up to and including the C-level for mid-to-large accounts.
Leverages advanced knowledge of competitors and industry trends to strategically position the company's products and services.
Reinforces and articulates HPE's strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate.
Actively generates customer interest and anticipates 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.
Cultivates and maintains positive relationships with customers to ensure account retention and growth, to position the company as the preferred vendor to meet business needs.
Education and Experience University or Bachelor's degree preferred.
Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels.
Typically 6-10+ years of sales experience.
Extensive vertical industry knowledge required.
Project management experience required.
Knowledge and Skills Business fluency in English and Italian language Experience in software sales preferred.
Sales Acumen & Behaviors 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.
Demonstrates hunter mentality to actively pursue for 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 prospects within accounts to discover or cultivate sales opportunities.
Technology Focus Is considered an expert in knowledge of storage, cloud, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
Understands the outside-In view and possesses deep 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, product, and solution knowledge.
Can articulate and differentiate HPE's product offerings against the competition.
Solutions Acumen Understands the industry and market segments in which key accounts are situated, and integrates this knowledge into consultative selling.
Possesses the ability to leverage the company's product portfolio and services to up sell.
Possesses deep expertise of end to end data solutions leveraging the HPE storage portfolio and ecosystem of partners, with a strong focus on traditional & modern applications and change the playing field on our competitors Other Understands how and when to engage different types of partners effectively, and is able to map the right partner to an opportunity.
Expertise in mapping the right partner skills to the required storage related opportunity.
Possesses deep understanding of business models of service providers, to be able to engage and sell MEDDIC/MEDDPICC skills would be considered as a plus Join us and make your mark! #LI-hybrid We offer.
A competitive salary and extensive social benefits Diverse and dynamic work environment Work-life balance and support for career development An amazing life inside the element! Want to know more about it? Then let’s stay connected! https://www.
acebook.
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om/HPE_Careers 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.
Additional Skills.
Accountability, 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, Intellectual Curiosity, Long Term Planning, Managing Ambiguity {+ 6 more} 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.
#italy, #spain Job.
Sales Job Level.
Expert      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.
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Equal Employment Opportunity.
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.