Sales Specialist - Data Protection (Michigan)
About The Position
The Sales Specialist – Data Protection is part of Hewlett Packard Enterprise’s Enterprise sales function and provides 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 by building relationships with internal HPE sellers, channel and ISV partners, and customers. The assigned territory includes all of Michigan and Northern Ohio; candidates should reside in Michigan and within 50 miles of the assigned region. This is a remote/teleworker position, primarily performed from home. The specialist develops opportunities and sales pursuits, maintains pipeline and account plans, negotiates profitable deals, and serves as a trusted solutions consultant. The role works with mid-to-large accounts, including C-level stakeholders, and uses knowledge of customer business needs, industry trends, competitors, and the value of HPE solutions to support successful sales. It also works with channel partners on enablement and co-selling, and coordinates data protection marketing campaigns in alignment with account strategy.
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.
- Highly consultative selling approach and demonstrated experience managing complex, multi-million-dollar solutions from discovery through closure.
- Demonstrated history of consistently exceeding quota objectives.
- Must reside within 50 miles of the assigned region; qualified candidates should reside in Michigan.
- Ability to navigate large, highly matrixed organizations to create leverage and scale.
Nice To Haves
- Successful sales executives with a demonstrated history of selling relevant solutions and technologies at a Value Added Reseller (VAR) are considered ideal candidates.
- Experience selling to multiple industries and verticals.
- Strong relationships in the VAR/reseller/managed-provider ecosystem.
- Cybersecurity knowledge and experience.
- Ability to demonstrate value-based solution selling using a proven methodology; MEDDIC, MEDDPICC, or Force Management is preferred.
Responsibilities
- Drive revenue growth across data protection technologies and services, including Zerto software, ISV data protection software, data protection storage, cyber vaults, and professional services.
- 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 through successful closure while maintaining a high win rate.
- Build professional, consultative client relationships and develop an advanced understanding of clients’ business needs.
- Work with mid-to-large account clients, including C-level stakeholders.
- Use knowledge of competitors and industry trends to position HPE products and services strategically.
- Build channel relationships, enable partners on key technologies, and co-sell to end users.
- Lead, promote, and coordinate Zerto and Data Protection marketing campaigns to support successful launches and maintain campaign momentum in alignment with account strategy.
- Represent HPE as a trusted solutions consultant for assigned accounts and region.
- Articulate 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 in an understandable way.
- Generate customer interest and anticipate buying trends.
- Connect business and financial benefits to technology offerings, including illustrating ROI and TCO advantages.
- Cultivate positive customer relationships to support account retention and growth and position HPE as the preferred vendor.
Benefits
- Comprehensive benefits supporting 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
