Job Summary Senior IT Leader with a strong background in Sales, Finance and product management that will specificly focus on the Telco Vertical, responsible for selling and negotiating complex IT and business solutions to drive NetApp revenue at strategic global enterprise clients (Fortune 500)
• Leads a core “pursuit” team (e.g., technical, financial, legal) and assembles/manages virtual extended engagement teams (e.g., sales, engineering, consulting, channel)
• Manages large opportunities through the sales cycle (identify, validate, qualify, close) including communications with, and gaining approvals from, NetApp executives
• Serves as opportunity primary focal point and owner: creates win strategy; defines client IT and business requirements; participates in complex solution development; leads negotiations for proposed scope, solution, pricing and commercial terms
• Demonstrates a clear consultative vision and understanding of the client’s business, strategy, organization, culture, and compelling strategic and tactical reasons to act
• Creates unique and compelling value propositions so customer decision-makers clearly grasp the short and long-term business and financial value of a NetApp relationship
• Builds trusted advisor relationships with senior clients (VP and C-level) by proactively identifying client business objectives, priorities, capabilities and critical success factors
• Manages key third-party relationships as required (e.g., NetApp channel and service delivery partners, client service providers and consultants/advisors, financing)
• Accountable for economically managing sales engagement scope, cost, schedule and quality; empowered to make “go/no-go” decisions on behalf of the company
• Transitions closed deals to NetApp sales and delivery teams for implementation; books final NetApp pro forma P&L with NetApp Finance
Key NetApp Relationships and Collaborative Dependencies
• Sales – account planning, opportunity management, client relationship management
• Systems Engineering – client architectural requirements and NetApp product solutions
• Professional Services – client operational requirements and NetApp services solutions
• Finance – client TCO/ROI, pricing, financing, financial terms, revenue recognition
• Legal – commercial terms (e.g., master agreement, schedules, attachments, exhibits)
• Channel – sales/delivery go to market partner participation, revenue/cost/risk share
• Corporate – product management, solutions enablement, engineering, executive
Example Pursuit Team Sales Engagement Work Deliverables
• NetApp/Internal – sales (revenue forecasts, opportunity plans, relationship coverage plans), technical (client requirements documents, infrastructure analysis, solution diagrams and documents, risk log), financial (cost models, price models, NetApp P&L), legal (term sheets), and other (project plans, deal reviews)
• Client/External – client presentations and proposals, financial models (base case/TCO, investment and savings/ROI), contract documents and redlines
Key Individual Measurements
• Business – revenue attainment, transaction profitability, sales funnel development, win ratio, client relationship management and satisfaction, expense management
• Team – team leadership, resource utilization, internal collaboration/communication
Job Requirements • An extraordinary team leader and astute business person with exceptional business insight and outstanding judgment; executive presentation skills/boardroom presence
• 15+ years experience selling large enterprise IT/data center solutions with average deal size greater than $10 million, storage/data management solutions (preferred)
• Executive understanding of IT industry, history/trends, key players, leading products, systems integration, and data center operational best practices
• Familiar with storage/data management companies (e.g., EMC, IBM, HP, HDS, Dell, Isilon, 3PAR, Symantec) and IT players (e.g., Microsoft, Oracle, SAP, Cisco, VMware)
• Experience with IT managed services providers (e.g., IBM, HP/EDS, Accenture, CSC, ACS)
• Track record building trusted advisor relationships with VP and C-level clients
• Large account management sales experience, including global exposure (Europe, Asia)
• Effectively forecasts and manages sales opportunities through the sales cycle
• Mastery of the complex sale: discovery (vision, objectives, hypothesis for value add), problem diagnosis (inefficiency/performance gap, financial impact, stakeholders, assumptions), solution design (expectations, alternatives, decision criteria, investment level/timing, consensus), and proposal delivery (transition, transformation, steady state)
• Strong grasp of finance and accounting, experience building/reviewing financial models
• Fluent with IT legal documents and standard commercial terms, expert negotiator
Education and Experience • Experience leading multiple project teams with dedicated and virtual shared resources
• Bachelor’s Degree, Master’s Degree in Business/Management (preferred)
• Willing to travel 3-5 days per week as necessary (primarily Eastern U.S.)
Posting Category Information Technology
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