Account Executive – Unstructured Data

This is a fully remote position, open to applicants in Maryland, +1 more state.

📋 Description

• Develop and maintain a qualified sales pipeline within designated strategic accounts and regions.

• 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 beyond standard storage refresh cycles.

• Cultivate opportunities in 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 hurdles.

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

• Create persuasive propositions addressing the reasons for change, urgency, and the value of HPE.

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

• Collaborate with HPE account teams, Solution Architects, partners, ISVs, marketing, and product teams to promote opportunities and finalize sales.

• Coordinate stakeholders around key markets, use cases, and growth strategies.

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

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

• Achieve objectives outlined in a balanced scorecard encompassing business results, pipeline development, ecosystem expansion, AI alignment, and market growth.

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

⛳️ Requirements

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

• Required experience in working with and selling to Federal accounts.

• Proven track record of creating pipelines and closing complex enterprise opportunities.

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

• Strong consultative and value-based sales abilities.

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

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

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

• Competitive mindset with experience in developing strategies for displacing competitors.

• Ability to work collaboratively across account executives, technical teams, partners, and executive stakeholders.

• Willingness to travel for customer and partner interactions.

• US Citizenship is mandatory.

• Preferred familiarity with enterprise file and object storage, S3, NFS, SMB, AI infrastructure, inference and RAG, data lakes, Lakehouses and analytics, backup, recovery and cyber resilience, as well as hybrid and multi-cloud data architectures or high-performance data infrastructure.

• Highly desirable experience with, or competing against, Dell Technologies, NetApp, Pure Storage, VAST Data, WEKA, Cohesity, Commvault, IBM, Scality, Cloudian, or similar providers.

🏝️ Benefits

• Comprehensive benefits that support physical, financial, and emotional well-being.

• Opportunities for personal and professional development.

• Flexible work arrangements to balance work and personal commitments.

• An inclusive workplace culture.

• Reasonable accommodations provided during the application or interview process.