HPE Zerto & Data Protection – Channel Specialist (f/m/d) Central EuropeThis role has been designed as 'Hybrid' with an expectation that you will work on average 2 days per week from an HPE office
Who We Are:
Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today's complex world. Our culture thrives on finding new and better ways to accelerate what's next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.
Job Description:
As a Channel Specialist for HPE Zerto & Data Protection, you will be part of the Central Europe HPE Zerto team, and you will become a trusted adviser to the Partners in the Central European Region.
In this role Zerto & Data Protection – Channel Specialist you:
* Serve as a trusted advisor to the Partner (e.g. Value Added Reseller (VAR), Distributor, SI, ISV, Managed Service Provider) on where to play within emerging trends in the Partner's ecosystem in alignment with HPE Zerto & Data Protection business priorities. Work with the Partner to create a mutually beneficial plan for the future.
* Drive end-to end HPE Zerto & StoreOnce revenue, profitability, and pipeline by creating joint business plans and leading data-driven sales efforts with the Partner.
* Articulate both HPE Zerto & Data Protection global and local business strategies to effectively "sell with," "sell to," and "sell through" the Partner, creating a scalable selling ecosystem.
* Develop solid knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, HPE Zerto priorities, and HPE Technology and communicate the value of the portfolios and solutions to better differentiate HPE Zerto from competitors.
* Demonstrate business and sales leadership by building mutually beneficial relationships with one or many Partners to grow HPE Zerto & Date Protection Solution market share.
* Coordinate and execute HPE Zerto & Data Protection activities with the Partner, leveraging HPE Zerto specialists when needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements. Drive HPE Zerto marketing strategy through the customer.
* Drive and implement HPE Zerto & Data protection strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE.
* Tailor selling solutions to fit the needs of the partner's customer profile including HPE Zerto products, services and technology alliances to achieve assigned quota.
* May recruit and develop business relationships with new partners, working to increase partner commitment to HPE Zerto.
* May spend time monitoring Partner sales floor to help develop pipeline.
* Work to ensure that partners are aware of, and compliant with, HPE's SBC requirements for Partners, including applicable legal obligations.
If you are…
* Good at partnering, innovating, and making things happen? Good start, you are aligned to our core values
If you have these Skills, Expertise, Attitude and Education…
* University or Bachelor's degree preferred, or equivalent experience.
* Typically, 8+ years of selling experience.
* Solid experience in selling with partners.
* Technology Acumen: Solid awareness of current technology trends and related HPE Zerto strategy and ability to articulate same to Partner. Experience in Backup and Disaster Recovery market.
* Sales Acumen: Able to influence the partner to take actions that create increased value to HPE Zerto. Effectively exercises selling skills such as identifying potential opportunities, utilizing appropriate sales platforms and resources, and formulating and proposing solutions with the goal of expanding HPE Zerto´s business. Acts with a sense of urgency to build strong customer relationships and drive solutions for the partner.
* Account Management: Solid understanding of business and financial fundamentals to develop strategic plans with the partner that are aligned to customer and HPE strategies, creating increased business opportunities and value for HPE Zerto.
* Portfolio Knowledge: Solid understanding of HPE products and how they can deliver value to customers in contrast to HPE's competitors. Ability to select the best product for the customer's needs, maximizing value for both the customer and HPE. Strong focus on Storage, Data Protection and aaS solutions
* Partner Industry Acumen: Solid understanding of Partner industry, trends, competitors, and the channel: Resellers, Distributors and MSPs.
* Partnering Acumen: Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts. Solid understanding of the Partner's relationships and needs.
* Financial Acumen: Solid understanding of financial accounting concepts such as income statements, balance sheets, revenue projections, etc. to assess customer financial health, identify potential risks, and position value propositions of HPE solutions.
* Sales Forecasting: Ability to look forward and anticipate partner needs, proactively forecasting sales quota and effectively bridging sales gaps.
* Communication: Professional, clear, and effective verbal and written communication. Negotiation skills on C-Level experience .
* Time Management: Ability to prioritize and effectively meet deadlines.
* Creativity and Entrepreneurship: Ability to innovate, think beyond proscribed solutions, and take proactive steps to advance HPE sales efforts.
* Presentation Skills: must be very good speaker as presentations will be essential part of the job.
* Language Skills: Business proficiency in English and German language.
Join us and make your mark
We offer:
* Competitive salary and extensive benefits package (pension scheme, insurances, company car, bike and car leasing, and other fringe benefits)
* Work-life balance (flexible working time and hybrid workplace model, 30 vacation days, four HPE Wellness-Fridays, up to six months paid parental leave)
* Support for education, training, and career development
* Diverse and dynamic work environment
Part-time work or job-sharing is also applicable to this position.
HPE is:
* Ranked in the Top 3 in the Women's Career Index Germany in 2025 for the twelfth time (FKi Hall of Fame member)
* Named Gold Champion in Pride Index Germany in 2023
* Ranked 9th on Fortune's 2023 list of Best Workplaces in Technology
* Ranked 5th on Newsweek's list of America's Most Responsible Companies 2024
* Named a Best Place to Work for Disability Inclusion for the eighth year in row
* Recognized as one of the Best Companies for Multicultural Women by Seramount in 2023
Want to know more about it? Then let's stay connected
#LI-Hybrid
Additional Skills:
Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}
What We Can Offer You:
Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development
We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Unconditional Inclusion
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.
Let's Stay Connected:
Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.
#germany
#sales
Job:
Sales
Job Level:
Expert
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