Unstructured Data Account Executive – Federal

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

📋 Description

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

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

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

• Cultivate opportunities across 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 into customer business, application, data, and infrastructure challenges.

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

• Develop persuasive value 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 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 initiatives.

• 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 targets on a balanced scorecard that includes business results, pipeline development, ecosystem growth, AI alignment, and market advancement.

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

⛳️ Requirements

• Over 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 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 selling abilities.

• Capability to comprehend technical architectures and articulate them into tangible business value.

• Established ability to sell innovative or disruptive technologies requiring customer education and market creation.

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

• A competitive mindset with experience in developing displacement strategies.

• Proficiency in collaborating effectively with account executives, technical teams, partners, and executive stakeholders.

• Willingness to travel for customer and partner engagements.

• US Citizenship is required.

• 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, as well as hybrid and multi-cloud data architectures and high-performance data infrastructure is preferred.

• Experience with or competing against 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 well-being benefits.

• Programs for personal and professional development.

• Flexible management of work and personal needs.

• An inclusive and accessible workplace.

• Reasonable accommodations during the application or interview process.