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 in the assigned Richmond, Virginia territory by building relationships with internal HPE sellers, channel and ISV partners, and customers. Qualified candidates must reside within 50 miles of Richmond. The position is designated Remote/Teleworker, primarily working from home. The role manages complex solution sales from discovery through closure, establishes consultative relationships with customers—including C-level stakeholders at mid-to-large accounts—and works with internal sales organizations and channel partners to develop opportunities. The specialist positions HPE solutions using knowledge of customer needs, competitors, and industry trends, and communicates their business and financial value, including ROI and TCO advantages. The position also supports partner enablement and coordinates marketing campaigns for Zerto and data protection solutions.
Requirements
- At least 5 years of field software solution sales experience.
- At least 2 years of experience selling data protection, business continuity, disaster recovery, and/or cyber resiliency solutions.
- Demonstrated ability to manage complex, multimillion-dollar solutions from discovery through closure using a consultative approach.
- A consistent record of exceeding quota objectives.
- Must reside within 50 miles of the assigned Richmond, Virginia region.
Nice To Haves
- Experience selling to multiple industries and verticals.
- Strong relationships within the VAR, reseller, or managed provider ecosystem.
- Cybersecurity knowledge and experience.
- Experience at a value-added reseller (VAR) with a demonstrated history of selling relevant solutions and technologies.
- Experience selling value-based solutions using a proven methodology; MEDDIC, MEDDPICC, or Force Management is preferred.
- Ability to navigate large, highly matrixed organizations to create leverage and scale.
Responsibilities
- Drive consistent revenue growth across the data protection portfolio, including Zerto software, ISV data protection software, data protection storage, cyber vaults, professional services, and related solution components.
- Collaborate with HPE sales organizations to develop new opportunities and augment existing sales pursuits with relevant data protection, business continuity, disaster recovery, and cyber resilience solutions.
- 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 timely account plans.
- Negotiate and drive profitable deals to successful closure and a high win rate.
- Build professional, consultative client relationships and develop an advanced understanding of clients’ business needs and industries.
- Work with customers up to and including C-level stakeholders at mid-to-large accounts.
- Use knowledge of competitors and industry trends to position HPE products and services strategically.
- Develop channel relationships, enable partners on key technologies, and co-sell to end users.
- Lead and coordinate Zerto and Data Protection marketing campaigns in alignment with account strategy.
- Act as a trusted solutions consultant for assigned accounts and region.
- Communicate HPE’s strategy and portfolio to partners and champions to uncover business opportunities and contacts, including new logos when appropriate.
- Use customer references to explain complex technologies clearly.
- Generate customer interest and anticipate buying trends.
- Connect business and financial benefits with technology offerings, including explaining ROI and TCO advantages.
- Cultivate customer relationships to support account retention and growth and position HPE as the preferred vendor.
Benefits
- Comprehensive benefits supporting physical, financial, and emotional wellbeing.
- Career development programs to help employees pursue career goals or develop expertise.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
