Business Development Specialist - Telecom - Hewlett Packard Enterprise Company

This role has been designated as 'Remote/Teleworker', which means you will primarily work from home.

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:

The Zerto Business Development Specialist is a software and service provider solution specialist that is responsible for leading pursuit of new logos for our Telecom and Cable Service providers to onboard as an authorized Zerto Managed Service Provider. Collaborates with and supports Zerto Account Managers and provides specialist expertise on Telecom and Cable solution providers with the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close new logo partners. Covers a designated geography and customer segmentation.

The Business Development Specialist is the primary Subject Matter Expert for Zerto and Data Protection related products. Responsible for driving recruiting and onboarding of new service provider partners in an assigned territory, industry, or account(s). Demonstrates solid understanding of the features and benefits in the area of evolving cloud, cyber resilience, and data protection software solutions solutions as well as how HPE solutions are differentiated from the competition. Maintains an outside-in view, stays abreast of competitors, leverages HPE's opportunities and mitigates challenges. Effectively uses references to craft a story that makes complex technologies seem simple and understandable for our customers. Actively hunts for solution opportunities in acquisition and development accounts to pursue new business. Actively generates customer interest and links business and financial benefits with technology. Brings a services-led 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. Responsible for the close plan for data protection software and related opportunities.

Responsibilities:

• Responsible for hunting and recruitment of new logo solution provider partners in assigned territory, industry or accounts.
• Actively prospects new partnership opportunities. Discovers or cultivates new opportunities for as a Service based requirements for assigned customers.
• Manages, coordinates and drives sales activities. Builds sales pipeline and drives opportunities to successful closure by effectively using internal sales tools. Executes pursuit plans as appropriate.
• Build sales readiness and reduces client learning curve through effective knowledge transfer.
• Coordinates supporting recruitment activities related to pipeline hygiene through the use of Salesforce.
• Effectively uses internal sales tools for maintaining a healthy pipeline and the account plan in a timely fashion.
• Collaborates across the HPE teams to deliver a consistent approach to developing new business opportunities including existing partners looking to become Service Providers
• Establishes a professional and consultative relationship with the client by developing an intermediate understanding of the unique business needs of the client within the industry. Works with the client up to the IT management level.
• 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.
• Supports deal closure in partnership with relevant internal stakeholders, including account managers.

Education and Experience:

• University or Bachelor's degree preferred.
• Demonstrated achievement of progressively higher quota, interfaces with diverse business customers.
• Typically 2-5+ years of sales experience.
• Storage and/or data protection related sales experience preferred.

Knowledge and Skills:

Business Development Specialist - Sales Acumen & Behaviors:

• 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 profitable deals, so that the company can expand opportunities based on existing business and increase footprint and revenue in data protection software.
• 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.

Technology Focus:

• In depth knowledge about service, cloud, solution and differentiators between own offerings and what competitors offer.
• 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.
• Proactively uses knowledge in the data protection specialty to help customers make IT business decisions.

Solutions Acumen:

• Applies specialized data protection technical product/service/solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.
• Partnering Acumen
• Understands how and when to engage different types of partners effectively, and is able to map the right partner to an opportunity.

Leadership:

• Solid communication and presentation skills (for presenting within IT at the manager level).
• Shows positive behaviors and an approachable demeanor when dealing with others.
• 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.

Other:

• Possesses adequate understanding of financial acumen. Grows the business and achieves overall financial metrics (revenue, gross margin, retention, cost control).

Impact/Scope:

• Account size ranges; may work in a Small-Medium, Enterprise, or Corporate Segment; varied sales cycle.

Complexity:

• Participates in general sales strategy; defines specific sales plans with manager.
• Independently sells a storage product/solution.
• Selling role may be transactional and/or demand generation focused.
• May work with and leverage external partners to deliver sale.
• May interface with any level in customer organization; focused mainly on specialist buyers, e.g. IT.

Additional Skills:

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

What We Can Offer You:

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.

Let's Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

#unitedstates

#sales

Job:
Sales
Job Level:
Intermediate

States with Pay Range Requirement

The expected salary/wage range for a U.S. -based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html .

Annual Salary: $115,300.00 - $259,500.00

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity .

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. .