Unstructured Data Account Executive

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

📋 Description

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

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

• Identify whitespace, opportunities for competitive displacement, 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.

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

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

• Create compelling narratives around the reasons for change, timeliness, and the value 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 advance opportunities and secure business.

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

• Formulate 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, ecosystem growth, 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 experience in enterprise technology sales, specialist sales, or business development.

• Proven ability to generate pipeline and close complex enterprise opportunities.

• Experience in 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 translate them into clear business value.

• Demonstrated capability to sell new or disruptive technologies that require customer education and market creation.

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

• Competitive mindset with experience in developing displacement strategies.

• Ability to work 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, Lakehouses, analytics, backup, recovery and cyber resilience, hybrid and multi-cloud data architectures, and high-performance data infrastructure is preferred.

• Experience competing against or with 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 for team members and their families.

• Opportunities for personal and professional development.

• Flexible work arrangements to accommodate personal and professional needs.

• An inclusive workplace with accessibility accommodations.

• Employee benefits information is available through HPE Rewards.