Zerto Account Executive - Nordics

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:

Job Family Definition:

Sales Specialists & Consultants are product, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account. 

Management Level Definition:

Applies developed subject matter knowledge to solve common and complex business issues within established guidelines and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment within generally defined policies and practices to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

Responsibilities:

• Develop and execute a business plan that develops medium & long term sales growth for Zerto.
• The ability to articulate the Zerto value message to solve business problems for our customers.
• Develops pursuit plans and builds and manages the software sales pipeline, by sales to (new) and sales through (expand).
• Collaborates across the HPE teams to deliver a consistent approach to developing business, to contribute for negotiations and deal closings.
• Using strong leadership and initiative to successfully prospect, negotiate and close deals.
• Establishes a professional and consultative relationship with the client by achieving a developed understanding of the unique business needs of the client within the industry.
• Focuses on and works with the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users.
• Effectively leads, evangelizes, and helps to coordinate Zerto marketing campaigns to ensure successful launches and maintenance of campaign momentum.

Education and Experience

• University or Bachelor's degree preferred.
• Demonstrated achievement of progressively higher quota, interface with diverse business customers.
• Ability to adapt and accept change.
• Proven “hunter” – High new logo attainment, strategic methodology and passionate about selling
• A “Closer” – consistent over achievement of sales goals in a large geographic territory
• Typically 8+ years of sales experience.
• Extensive vertical industry knowledge required.
• Experience in software sales
• Team player able to operate in matrix environment.
• Experience in software-sales frameworks (e.g. MEDDPICC).

Knowledge and Skills

Storage Specialist- Sales Acumen & Behaviors

• Uses expertise to negotiate and drive deals, to ensure successful closure and a high win rate.
• Uses client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client.
• Demonstrates hunter mentality to actively pursue 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.
• Customer centric.

Technology Focus

• Deep knowledge of disaster Recovery, storage, cloud or solution offerings as well as competitor's offerings.
• Understands the outside-in view and possesses solid 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 knowledge in researching and sharing service-related information with account teams and customers.

Solutions Acumen

• Understands the industry and market segments in which key accounts are situated, and integrates this knowledge into consultative selling.
• Understands services as part of strategic product sales.

Partnering Acumen

• 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 Disater Recovery related opportunity.
• Possesses deep understanding of the business models of service providers, to be able to engage and sell.

Leadership

• Solid communication skills and actively supports account team with expertise, proposal support, presentations, and other customer/partner communications.
• Motivates, coaches and supports peer sales team members to ensure effective selling; counsels through selling challenges.
• Understands how changing requirements and unintended consequences impact success, and builds contingencies to manage these factors.
• Willing to take calculated risks in line with the vision from senior leadership.
• Recognizes and celebrates successes.

Other

• Good prioritization and delegation skills in order to focus on the key client opportunities.
• Languages: English and Norwegian are required.
• Knowledge of another Nordic language would be appreciated.

Impact/Scope

• Account size ranges; may work in a Small, medium, Enterprise, or corporate segment; varied sales cycle.
• Assigned average or higher size quota.

Complexity

• May coordinate internal & external partners to deliver appropriate solution sale.
• Establishes relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups.