Zerto Channel Account Manager

Zerto, acquired by Hewlett Packard Enterprise company in 2021

As a Channel Account Manager and Cloud Account Executive, you will be part of the EMEA HPE Zerto team, and you will become a trusted adviser to the Partners in the Middle East & Africa countries (primarily UAE, Saudi, Qatar, South Africa, Egypt).

Responsibilities

• Serves 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 Partners ecosystem in alignment with HPE Zerto business priorities. Works with the Partner to create a mutually beneficial plan for the future.
• Drives end-to end HPE Zerto revenue, profitability, and pipeline by creating joint business plans and leading data-driven sales efforts with the Partner.
• Articulates both HPE Zerto global and local business strategies to effectively "sell with," "sell to," and "sell through" the Partner, creating a scalable selling ecosystem.
• Develops solid knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, HPE Zerto priorities, and HPE Technology and communicates value of the portfolios and solutions to better differentiate HPE Zerto from competitors.
• Demonstrates business and sales leadership by building mutually beneficial relationships with one or many Partners to grow HPE Zerto market share.
• Coordinates and executes HPE Zerto activities with the Partner, leveraging HPE Zerto specialists when needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements. Drives HPE Zerto marketing strategy through the customer.
• Drives and implements HPE Zerto strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE.
• Tailors selling solutions to fit the needs of the partners 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.
• Works to ensure that partners are aware of, and compliant with, HPEs SBC requirements for Partners, including applicable legal obligations.

Knowledge And Skills

• 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 required.
• 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 HPEs competitors. Ability to select the best product for the customers 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 Partners 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 required
• 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

Impact/Scope

• Responsible for accounts with a high-level range of annual revenue
• Assigned average or higher size quota.

Complexity

• Primary focus for partner sales on Enterprise and Corporate segment.
• Focus on partners with high-level HPE specialization and commitment.