Job Summary
As a Global Client Executive for the strategic global accounts in NetApp's Sales function, you are responsible for selling NetApp's Products and Professional Services to existing NetApp key global enterprise customers, as well as maintaining positive ongoing relationships to meet evolving customer needs. Your overall focus areas will be in prospecting, developing business, responding to RFPs, developing proposals for presentation to customers, and selling Products and Services. Cross-functional global 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. You will utilize your excellent relationship building, negotiating, and technical skills to be successful in this role. Essential Functions
The essential responsibilities of the Global Client Executive are to work directly with customers and local partners to capture sales opportunities and to work effectively across functions with other NetApp employees. Specific areas of responsibility include: Use relationship management techniques to develop selling opportunities within existing customer accounts; penetrate new divisions and organizations within assigned accounts; develop new selling relationships within assigned partner accounts. Schedule and attend sales call appointments with customers. Other NetApp sales team members may also participate in the sales call to help qualify the opportunity. Determine if the customer has a valid need for NetApp products and services. Propose an evaluation test project to enable the customer to test the product or products in their own environment. Determine acceptance criteria that a customer could use to determine the success of an evaluation test project. Utilize a consultative approach, discussing business issues with customers and develop a formal quote, a written sales proposal, or a formal sales presentation addressing their business needs. Respond to RFPs and follow up with customers. Develop an account management plan to sell to customers based on their business needs. Build and strengthen your business relationship with customers within existing accounts. Ensure that their needs are met. Recommend marketing strategies. Provide status information to your manager including forecast/pipeline information. Provide or facilitate training opportunities for your accounts. Identify NetApp customer references that can be utilized when reference selling. Job Requirements
- Strong verbal and written communication skills including presentation skills. - Ability to work collaboratively with employees within the department and across functions. - Aptitude for understanding how technology products and solutions solve business problems. - Ability to convey information clearly and provide analysis as needed to help customers make buying decisions. Responsibility and Interaction
Responsibility: - Having broad expertise or unique knowledge, this individual uses their skills to contribute to the development of company objectives and principles, and to achieve sales function goals in creative and effective ways. - Is responsible for a specific geographical install base and large, complex, high visibility, strategic, or tactically important accounts. Interaction: - This individual effectively works with, and influences senior internal personnel within the function, employees in other functions that support the sales effort, and has direct customer contact. - May successfully coordinate significant projects or initiatives across functional groups. - Limited management supervision and direction is provided since this individual operates and drives results independently. - The ideal candidate is a subject matter expert and strongly influences sales team decisions and initiatives. May also act as a team leader and major decision maker for team projects with significant interdependence. - May supervise other less senior members within the same function. Education and Experience
- More than 7 years of experience focusing on large global accounts in Media, High-tech, Health Care, and Life Science sector is preferred. - A Bachelor of Arts or 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. - Specialized knowledge in breadth and/or depth.
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As a Global Client Executive for the strategic global accounts in NetApp's Sales function, you are responsible for selling NetApp's Products and Professional Services to existing NetApp key global enterprise customers, as well as maintaining positive ongoing relationships to meet evolving customer needs. Your overall focus areas will be in prospecting, developing business, responding to RFPs, developing proposals for presentation to customers, and selling Products and Services. Cross-functional global 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. You will utilize your excellent relationship building, negotiating, and technical skills to be successful in this role. Essential Functions
The essential responsibilities of the Global Client Executive are to work directly with customers and local partners to capture sales opportunities and to work effectively across functions with other NetApp employees. Specific areas of responsibility include: Use relationship management techniques to develop selling opportunities within existing customer accounts; penetrate new divisions and organizations within assigned accounts; develop new selling relationships within assigned partner accounts. Schedule and attend sales call appointments with customers. Other NetApp sales team members may also participate in the sales call to help qualify the opportunity. Determine if the customer has a valid need for NetApp products and services. Propose an evaluation test project to enable the customer to test the product or products in their own environment. Determine acceptance criteria that a customer could use to determine the success of an evaluation test project. Utilize a consultative approach, discussing business issues with customers and develop a formal quote, a written sales proposal, or a formal sales presentation addressing their business needs. Respond to RFPs and follow up with customers. Develop an account management plan to sell to customers based on their business needs. Build and strengthen your business relationship with customers within existing accounts. Ensure that their needs are met. Recommend marketing strategies. Provide status information to your manager including forecast/pipeline information. Provide or facilitate training opportunities for your accounts. Identify NetApp customer references that can be utilized when reference selling. Job Requirements
- Strong verbal and written communication skills including presentation skills. - Ability to work collaboratively with employees within the department and across functions. - Aptitude for understanding how technology products and solutions solve business problems. - Ability to convey information clearly and provide analysis as needed to help customers make buying decisions. Responsibility and Interaction
Responsibility: - Having broad expertise or unique knowledge, this individual uses their skills to contribute to the development of company objectives and principles, and to achieve sales function goals in creative and effective ways. - Is responsible for a specific geographical install base and large, complex, high visibility, strategic, or tactically important accounts. Interaction: - This individual effectively works with, and influences senior internal personnel within the function, employees in other functions that support the sales effort, and has direct customer contact. - May successfully coordinate significant projects or initiatives across functional groups. - Limited management supervision and direction is provided since this individual operates and drives results independently. - The ideal candidate is a subject matter expert and strongly influences sales team decisions and initiatives. May also act as a team leader and major decision maker for team projects with significant interdependence. - May supervise other less senior members within the same function. Education and Experience
- More than 7 years of experience focusing on large global accounts in Media, High-tech, Health Care, and Life Science sector is preferred. - A Bachelor of Arts or 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. - Specialized knowledge in breadth and/or depth.
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