Unstructured Data Account Executive – Federal

This is a fully remote position, open to applicants in District of Columbia, +2 more states.

📋 Description

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

• Drive demand and foster market development by shaping use cases, generating customer interest, and transforming whitespace into a qualified pipeline.

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

• Develop 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 to understand customer business, application, data, and infrastructure challenges.

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

• Establish a compelling value proposition addressing why change is necessary, why now is the right time, and why HPE is the ideal choice.

• 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 finalize business deals.

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

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

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

• Achieve results against a balanced scorecard encompassing 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 deeper engagement in FY28.

⛳️ Requirements

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

• Required experience working with and selling to Federal accounts.

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

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

• Strong consultative and value-based selling capabilities.

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

• Demonstrated ability 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 collaborate effectively with account executives, technical teams, partners, and executive stakeholders.

• Willingness to travel for customer and partner engagements.

• US Citizenship is mandatory.

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

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

🏝️ Benefits

• Comprehensive health and wellbeing benefits that support physical, financial, and emotional wellbeing.

• Opportunities for personal and professional development.

• Flexible work arrangements to accommodate both work and personal needs.

• An inclusive workplace culture.

• Disability accommodations are available during the application or interview process.