Role Summary
As a Client Executive (CE) in NetApp's Sales function, you are responsible for leading the sales of NetApp's Products and Services as well as maintaining positive ongoing relationships to meet evolving customer needs, to a set of accounts to achieve sales quota.
Your overall focus areas will be in prospecting, developing business, responding to RFPs, developing proposals for presentation to customers, and selling Products and Services.
You will lead the collaboration and coordination of all sales, pre-sales, partners and alliances roles associated with the account to develop and grow the NetApp business in the account.
Cross-functional teams from NetApp's Marketing, Systems Engineering and Product Development functions provide support and tools for you to leverage to attain and exceed sales performance goals.
The CE serves as a trusted advisor to the customer's senior leadership and uses business acumen and technical expertise to maximize revenue from the account.
Activities
The essential responsibilities of the CE are to work directly with customers and partners to capture sales opportunities and to work effectively across functions with other NetApp and Partners employees.
Specific areas of responsibility that you will be responsible for include:
Create relationship maps within the account and plans to expand depth and quality of relationship with buyers and influencers.
Develop account plans and work with assigned Account Technology Specialist (ATS) and Partners resources to develop a long-term product strategy for new and existing NetApp product lines.
Lead and coordinate the end-to-end sales cycle including pipeline generation, qualification, solution design, pricing and quotation, deal/contract negotiation.
Lead multiple concurrent sales motions (some owned by specialist sellers) and Partner co-selling efforts in the account.
Use relationship management techniques to develop selling opportunities within existing and new customer accounts; penetrate new divisions and organizations within assigned accounts; develop new selling relationships within assigned partner accounts.
Utilizing a consultative approach, discuss business issues with customer and develop a formal quote, a written sales proposal, or a formal sales presentation addressing their business needs.
Develop an account management plan to sell to customer based on their business need.
Provide status information to your Manager including forecast/pipeline information.
Identify NetApp customer references that can be utilized when reference selling.
Skills and Competences - Requirements
Consistent track record of exceeding quota and driving net new business.
Ability to build strong relationships with Customers and Partners.
Strong verbal and written communications skills including presentation skills.
Highly organized and disciplined with the ability to coordinate and lead multiple concurrent selling efforts by NetApp's teams and Partners.
Aptitude for understanding how technology products and solutions solve business problems.
Ability to convey information clearly and provide analysis as needed to help customer make buying decisions.
Education and Experience
More than 12 years of experience is preferred.
Proven experience in similar functions is desired.
A Bachelor of Sciences Degree in Electrical Engineering or Computer Science; or related field is required; a Graduate Degree is preferred.
Experience which demonstrates a significant level of expertise in technical specifications required to sell NetApp products and services is required.
Fluent English.
Basic Spanish.
Equal Opportunity Employer:
NetApp is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, protected veteran status, and any other protected classification.
Why NetApp?
We are all about helping customers turn challenges into business opportunity.
It starts with bringing new thinking to age-old problems, like how to use data most effectively to run better - but also to innovate.
We tailor our approach to the customer's unique needs with a combination of fresh thinking and proven approaches.
We enable a healthy work-life balance.
Our volunteer time off program is best in class, offering employees 40 hours of paid time per year to volunteer with their favorite organizations.
We provide comprehensive medical, dental, wellness, and vision plans for you and your family.
We offer educational assistance, legal services, and access to discounts.
Finally, we provide financial savings programs to help you plan for your future.
If you want to help us build knowledge and solve big problems, let's talk.
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