Account Executive – Unstructured Data

This is a fully remote position, open to applicants in Texas.

📋 Description

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

• Foster demand and market growth by defining use cases, generating customer interest, and converting whitespace into qualified pipeline.

• Identify whitespace, opportunities for competitive displacement, and new use cases beyond the standard storage refresh cycles.

• Create 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.

• Lead consultative discovery sessions to understand customer business, application, data, and infrastructure challenges.

• Convert technical differentiators into faster recovery, enhanced AI and analytics performance, reduced complexity and costs, and increased business agility.

• Construct compelling value propositions emphasizing the reasons for change, urgency, and the benefits of HPE.

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

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

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

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

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

• Achieve results based on a balanced scorecard covering business outcomes, pipeline, ecosystem growth, AI alignment, and market development.

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

⛳️ Requirements

• Over 7 years of proven experience in enterprise technology sales, specialist sales, or business development.

• Experience in working with and selling to Federal accounts is essential.

• Demonstrated success in creating pipeline and closing complex enterprise opportunities.

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

• Strong consultative and value-based selling abilities.

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

• Proven track record in selling new or disruptive technologies that require customer education and market development.

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

• Competitive mindset with experience in developing strategies for competitive displacement.

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

• Willingness to travel for customer and partner meetings.

• US Citizenship is mandatory.

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

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

🏝️ Benefits

• Comprehensive health, financial, and emotional wellbeing benefits.

• Personal and professional development opportunities.

• Flexible work arrangements to balance work and personal commitments.

• An inclusive workplace with accessibility accommodations.