Unstructured Data Account Executive

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

📋 Description

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

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

• Recognize whitespace, competitive displacement opportunities, and innovative use cases beyond conventional 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; and high-performance S3 and hybrid cloud data architectures.

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

• Convert technical differentiation into rapid recovery, enhanced AI and analytics performance, reduced complexity and cost, and improved business agility.

• Construct compelling value propositions addressing why change is necessary, why it should occur now, and why HPE is the right choice.

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

• Partner with HPE account teams, Solution Architects, partners, ISVs, marketing, and product teams to drive opportunities and secure business.

• Coordinate stakeholders around priority 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 interactions.

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

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

⛳️ Requirements

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

• Proven track record of creating a pipeline and closing intricate enterprise opportunities.

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

• Strong consultative and value-oriented selling abilities.

• Capacity to comprehend technical architectures and translate them into clear business value.

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

• Excellent communication, storytelling, presentation, and negotiation skills with executives.

• Competitive mindset with experience in developing displacement strategies.

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

• Willingness to travel for customer and partner engagements.

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

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

🏝️ Benefits

• Comprehensive benefits supporting physical, financial, and emotional wellbeing.

• Personal and professional development programs.

• Flexible work arrangements and personal needs management.

• Inclusive workplace culture.

• Reasonable accommodations during the application or interview process.