Data Protection Sales Specialist - Richmond
About The Position
The Specialist Sales Executive – Data Protection is part of Hewlett Packard Enterprise’s Enterprise sales function, providing sales expertise in data protection, business continuity, disaster recovery, and cyber resilience. The role drives revenue and market-share growth across HPE’s data protection portfolio within the assigned Richmond, Virginia territory. Candidates must reside within 50 miles of Richmond. The role is designated Remote/Teleworker, with work primarily performed from home. The position builds relationships with HPE sellers, channel and ISV partners, and customers; develops and advances sales opportunities; and serves as a trusted solutions consultant for assigned accounts and the region. It requires a consultative approach to complex solutions, including engagement with C-level contacts at mid-to-large accounts, and the ability to connect technology offerings to customer business and financial outcomes. The stated annual compensation range in Virginia is $198,000–$465,500 in combined base and target-level sales compensation, assuming performance at 100% of the sales plan. The on-target compensation mix is 50% base salary and 50% target-level sales compensation. Actual offers may vary based on location, experience, education, training, and skills.
Requirements
- At least 5 years of field software solution sales experience.
- At least 2 years of experience selling data protection, business continuity/disaster recovery, or cyber resiliency solutions.
- A consultative sales approach and demonstrated experience managing complex multimillion-dollar solutions from discovery through closure.
- A demonstrated history of consistently exceeding quota objectives.
- Must reside within 50 miles of the assigned Richmond, Virginia region.
Nice To Haves
- Successful sales executives from Value Added Resellers (VARs) with a demonstrated history of selling relevant solutions and technologies are also considered ideal candidates.
- Experience selling across multiple industries and verticals.
- Strong relationships in the VAR/reseller/managed provider ecosystem.
- Cybersecurity knowledge and experience.
- Demonstrated ability to sell value solutions using a proven methodology; MEDDIC, MEDDPICC, or Force Management preferred.
- Ability to navigate large, highly matrixed organizations to create leverage and scale.
Responsibilities
- Drive revenue growth across data protection technologies and related offerings, including Zerto software, ISV data protection software, data protection storage, cyber vaults, professional services, and ancillary solution components.
- Collaborate with HPE sales organizations to develop opportunities and add relevant data protection, business continuity, disaster recovery, and cyber resilience solutions to sales pursuits.
- Coordinate supporting sales activities and pipeline hygiene with account managers, Presales, channel partners, and other stakeholders.
- Use internal sales tools to maintain a healthy pipeline and account plan in a timely manner.
- Negotiate and drive profitable deals to successful closure and a high win rate.
- Build professional, consultative client relationships and develop an advanced understanding of client business needs, including working with C-level contacts for mid-to-large accounts.
- Use knowledge of competitors and industry trends to position HPE products and services strategically.
- Work with channel partners to build relationships, enable them on key technologies, and co-sell to end users.
- Lead and coordinate Zerto and Data Protection marketing campaigns in alignment with account strategy, supporting successful launches and sustained campaign momentum.
- Serve as a trusted solutions consultant for assigned accounts and the region.
- Communicate HPE’s strategy and portfolio to partners and champions to identify new business opportunities, contacts, and new logos when appropriate.
- Use customer references to explain complex technologies in clear and understandable ways.
- Generate customer interest, anticipate buying trends, connect business and financial benefits with technology offerings, and illustrate ROI and TCO advantages.
- Cultivate positive customer relationships to support account retention and growth and position HPE as the preferred vendor.
Benefits
- Comprehensive benefits intended to support physical, financial, and emotional wellbeing.
- Programs supporting personal and professional development and career goals.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
