Enterprise Account Executive

Enterprise Account Executive – Remote/Teleworker

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.

The Enterprise Account Executive will drive pipeline creation and opportunity development by leveraging the HPE ecosystem of sellers, partners, and current customers, as well as sourcing efforts. Extensive enterprise software sales experience and strong territory brand are required. This role covers the MD, DC, and Delaware territory and must be located in this region.

• Responsible for sales of Zerto and Data Protection products in the assigned territory.
• Creates and drives the Zerto and Data Protection sales pipeline and uses closed‑loop lead management to ensure assignment and follow‑up by others.
• Collaborates with account pursuit teams to leverage solution expertise for business development.
• Builds sales readiness and reduces client learning curve through effective knowledge transfer in Zerto and Data Protection products.
• Contributes to development of quota objectives and future direction for Zerto and Data Protection product lines.
• Directs and coordinates supporting sales activities related to pipeline hygiene through account managers, presales, channel partners and other stakeholders.
• Effectively uses internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion.
• Collaborates across 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 and drives profitable deals to ensure successful closure and a high win rate.
• Drives sales of the Zerto and data protection portfolio, using strong leadership and initiative to successfully prospect, negotiate and close deals.
• Establishes a professional and consultative relationship with the client by achieving an advanced understanding of the unique business needs of the client within the industry. Works with clients up to and including the C‑level for mid‑to‑large accounts.
• Leverages advanced knowledge of competitors and industry trends to strategically position the company’s products and services.
• 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 coordinate Zerto and Data Protection marketing campaigns to ensure a successful launch and maintenance of the campaign momentum, in alignment with the account strategy.
• Acts as a trusted solutions consultant for the slated accounts/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 simple and understandable for the customers.
• Actively generates customer interest and anticipates customer buying trends, linking business and financial benefits with technology offerings. Illustrates the ROI & TCO advantages of HPE offerings for the customer’s business.
• Cultivates and maintains positive relationships with customers to ensure account retention and growth, positioning the company as the preferred vendor to meet business needs.
• Supports deal closure in partnership with relevant internal stakeholders, including account managers and channel partners.

• 5‑7 years of consultative software solution selling required.
• Background in data protection preferred.
• University or bachelor’s degree preferred.
• Experience with a major technology company (HPE, Dell/EMC Data Protection, Pure, Netapp, etc.) or a data protection company (Veeam, Cohesity, Rubrik, Commvault preferred).
• Infrastructure experience required (cloud or on‑prem).
• VAR experience a plus.
• Must reside in greater Washington D.C.,…