Zerto Sales Specialist for ANZ

Zerto Sales Specialist for ANZ

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.

Job Description:

The Zerto Sales Specialist is responsible for leading pursuit, collaborating with Account Managers, and providing specialist expertise within the sales team. Drives proactive campaigns to build the pipeline and uses specialised knowledge and skills to prospect, qualify, negotiate, and close opportunities. Exercises independent judgment within defined practices and procedures to determine appropriate action. Follows established guidelines and interprets policies. Evaluates unique circumstances and makes recommendations. 

Maintains an outside-in view, stays abreast of competitors, leverages HPE’s opportunities and mitigates challenges. Exercises relevant expertise in Data Protection and Cyber Resiliency solutions leveraging the HPE storage portfolio and ecosystem of partners. Actively hunts for solution opportunities in acquisition and development accounts to pursue new business. Actively generates customer interest and links business & financial benefits with technology. Brings a customer-first approach to build stickiness through consultative engagements and financial constructs. Laser focused on the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users.

Your Key Responsibilities:

• Seeks out new opportunities by expanding and enhancing existing opportunities.
• Develops pursuit plans and builds and manages the Zerto sales pipeline.
• Contributes to proposal development, negotiations and deal closings.
• Build sales readiness and reduces client learning curve through effective knowledge transfer in storage.
• Works closely with and supports the Account Manager, providing technical expertise and support. Participates in client engagements up to C- level for complex solutions in smaller accounts.
• Directs and coordinates supporting sales activities related to pipeline hygiene through account managers, Presales, channel partners and other relevant stakeholders.
• Effectively uses internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion.
• Collaborates across the HPE teams to deliver a consistent approach to developing business, including account planning for end-to-end solutions
• Assesses solution feasibility from a technical and business perspective to determine qualify-in/qualify-out status.
• Negotiates profitable deals so that the company can expand opportunities based on the existing business and increase the company's footprint and revenue in storage.
• Drives sales of the Zerto portfolio, 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.
• Interfaces with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
• 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 Storage marketing campaigns (digital/new techniques) to ensure successful launches and maintenance of campaign momentum, in alignment with the account strategy.
• Acts as a trusted Zerto solutions consultant for South Pac Region
• Reinforces and articulates HPE's strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate.
• Effectively uses references to craft a story that makes complex technologies seem simple and understandable for the customers.
• Actively generates customer interest and understands the 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.
• Supports deal closure in partnership with relevant internal stakeholders, including account managers and channel partners.

About You:

• Demonstrated achievement of progressively higher quota, interface with diverse business customers.
• Typically, 6-10+ experience strongly desired.
• Extensive vertical industry knowledge required.
• 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.
• 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.
• Possesses knowledge of digital and modern methods to connect and sell.
• Deep knowledge of storage, cloud, solution or service offerings as well as competitor's offerings, to be able to sell expansive systems or services and attached products.
• 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.
• Demonstrates high service knowledge in researching and sharing service-related information with account teams and customers.
• 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.
• 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 the business models of service providers, to be able to engage and sell.
• 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.
• Possesses advanced financial acumen and leverages the available tools to profile each account’s business unit.
• Good prioritization and delegation skills in order to focus on the key client opportunities.
• Account size ranges; may work in a Small, medium, Enterprise, or corporate segment; varied sales cycle.
• 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.

Accountability, Accountability, Active Learning (Inactive), 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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

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.

#australia#sales

Job:

Sales

Job Level:

Specialist

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.