Account Executive – Unstructured Data

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• Establish and manage a qualified sales pipeline within designated strategic accounts and territories.

• Foster demand and market growth by crafting use cases, generating customer interest, and transforming whitespace into a qualified pipeline.

• Identify whitespace, opportunities for competitive displacement, and innovative use cases that extend beyond traditional storage refresh cycles.

• Create opportunities in areas such as AI infrastructure, inference and RAG; analytics, data lakes, and Lakehouse modernization; cyber resilience and rapid recovery; enterprise file and object storage; as well as high-performance S3 and hybrid cloud data architectures.

• Conduct consultative discovery to comprehend customer business needs, application requirements, data challenges, and infrastructure obstacles.

• Convert technical differentiation into advantages such as faster recovery, enhanced AI and analytics performance, reduced complexity and costs, and increased business agility.

• Develop a compelling narrative that addresses the reasons for change, urgency, and the value proposition of HPE.

• Engage with CIOs, CTOs, CISOs, data and AI leaders, infrastructure executives, architects, and application owners.

• Collaborate with HPE account teams, Solution Architects, partners, ISVs, marketing, and product teams to further opportunities and finalize business deals.

• Coordinate account teams, partners, ISVs, marketing, and product stakeholders around key markets, use cases, and growth initiatives.

• Develop and implement competitive strategies against established and emerging data infrastructure providers.

• Represent HPE at customer workshops, executive briefings, industry events, and partner interactions.

• Achieve targets based on a balanced scorecard that includes business results, pipeline development, ecosystem growth, AI alignment, and market expansion.

• Establish the role and market foundation in the first half of FY27, and subsequently scale knowledge and best practices in the second half to prepare Storage sellers for deeper engagement in FY28.

⛳️ Requirements

• More than 7 years of successful experience in enterprise technology sales, specialist sales, or business development.

• Proven track record in creating a sales pipeline and closing complex enterprise deals.

• Experience in selling storage, data infrastructure, AI infrastructure, analytics, data protection, or related technologies.

• Strong consultative and value-based selling abilities.

• Capability to comprehend technical architectures and articulate their business value clearly.

• Demonstrated success in selling new or disruptive technologies that necessitate customer education and market development.

• Excellent executive communication, storytelling, presentation, and negotiation skills.

• Competitive mindset with experience in developing displacement strategies.

• Ability to collaborate effectively with account executives, technical teams, partners, and executive stakeholders.

• Willingness to travel for customer and partner engagements.

• Familiarity with enterprise file and object storage, S3, NFS, SMB, AI infrastructure, inference and RAG, data lakes, Lakehouse, analytics, backup, recovery, cyber resilience, hybrid and multi-cloud data architectures, and high-performance data infrastructure is preferred.

• Experience with or competing against companies such as Dell Technologies, NetApp, Pure Storage, VAST Data, WEKA, Cohesity, Commvault, IBM, Scality, Cloudian, or similar providers is highly desirable.

🏝️ Benefits

• Comprehensive health and wellness benefits.

• Opportunities for personal and professional development.

• Flexible work arrangements to balance work and personal commitments.

• An inclusive workplace culture.

• Employee benefits information available for US employees.