EMEA Zerto Cyber Resilience Vault Sales Engineer

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., This role has been designated as 'Remote/Teleworker', which means you will primarily work from home., Responsible for achieving customer business outcomes with the Zerto Cyber Resilience Vault (ZCRV), in combination with all necessary third-party components (e.g. software and integration).

Develops, contributes to, and articulates compelling, accurate, and relevant proposals and ensures customer's business and technical requirements are met.

Is aligned to a specific area of technical expertise - Zerto and ZCRV.

Able to articulate 301 to 401 level knowledge on ZCRV, and drive ZCRV technical deep dive sessions with customers.

Provides technical expertise to sales teams and customers (through sales presentations, product/solution demonstrations, etc.) aimed at gaining the customer mindshare within the Zerto and ZCRV domain.

Drives various technical aspects of Vault campaigns including sizing and creating bill of materials.

Educates HPE Sales Engineers and Solution Architects on the ZCRV solution, technical benefits / differentiators.

Educates customers on the ZCRV solution versus the competition, assisting in the enablement of the wider HPE Ecosystem and partners.

The focus of this role is on technical selling to customers/partners and so may be aligned to specific accounts based on business priority.

Responsibilities:

Demonstrates in-depth knowledge in the Zerto Cyber Resilience Vault as well as the customer's technical and business environment.

Contributes to customer proposals, manages the expectations of internal stakeholders and customers, ensuring the customer's business and technical requirements are met.

Helps quantify the impact of the business problem(s), positions business value, and identifies the strengths and weaknesses of the overall proposed solution to achieve long-term business objectives.

Translates outcome-based solutions into a functional solution design that aligns to the customers business needs, and then translates that into a technical design and architecture that can be scaled to accommodate growth.

Communicates how the solution addresses customers business needs.

Participates in deep-dive discussions and partners with the account team to build customer relationships at all levels in a customer.

Successfully transfers knowledge to external partners to deliver effective solutions to customers.

Monitors the account pipeline and nurtures active deals from the opportunity to close.

Builds strong professional relationships with customer key executives across the business and industry.

Proactively shares knowledge with peers and helps develop more junior team members.

University technical degree or equivalent technical qualifications. Advanced degree in technology preferred.

Cyber and Data Protection background, with a strong technical background

5-10 years of technical experience in IT with a focus on technical consulting and solution selling with 5+ years proven successful sales track record

Good understanding of hardware and software

Knowledge-based as well as 1+ experienced-based relevant industry certifications very strongly preferred.

Enterprise architecture frameworks and certifications are helpful, but not required.

Strong Presenter

Strong Customer facing skill set / managing relationships

Ability to deal with volume and velocity

Ability to deal in matrixed environment

Knowledge and Skills:

Strong experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements.

Strong understanding of the company portfolio of products, software, services, and how they can be combined to address customer needs.

Strong ability to translate differentiated value, solutions, and workloads and ability to prioritize Vault offerings that will achieve the customer's outcomes and greatest return.

Strong ability to collaborate cross-functionally to ensure consistency of output and meet strategic goals.

Strong written and verbal communication skills, including active listening and storytelling, and the ability to communicate in English and applicable local languages as needed to perform job requirements.

Demonstrates advanced discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions.

Strong consultative/value selling skills, including, whiteboarding, objection handling, and closing skills to proactively help customers make business decisions.

Additional Skills:

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}

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.