Client Executive

NetApp, Inc.

About The Position

As a Client Executive (CE) on the NetApp US Air Force (USAF) team, you will manage all sales activities within an existing set of accounts within the USAF for NetApp Products and Professional Services. You will develop long-term strategies and shorter-term plans to meet revenue goals. You will lead the collaboration and coordination of all sales and pre-sales roles associated with the account to develop and grow the NetApp business in the account. 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. This role is a western US based position. Preferably Denver. Must live west of the Mississippi River.

Requirements

Excellent verbal and written communications skills, including presentation skills.
Strong relationship building and negotiating skills.
Understanding of data center technologies and competitive offerings in the marketplace.
An aptitude for understanding how technology products and solutions solve business problems.
Experience in a sales role with a track record of exceeding assigned sales quotas.
Demonstrated experience working with sales organizations and technical teams.
Provide, or facilitate, training opportunities for your accounts.
Typically requires a minimum 4 years sales experience selling to USAF along with a Bachelor's degree.
IT Hardware, Software and cloud experience.

Nice To Haves

Data Storage sales experience – a plus
NetApp Product Experience – a plus
DoD Program Sales/Capture Experience – a plus.

Responsibilities

Primary responsibility is to focus on USAF installations in the western part of the US, Global Strike Command, and the Air National Guard.
Work directly with customers to capture sales opportunities, leveraging the extended NetApp team and the partner community.
Focus on developing new customer relationships and opportunities within existing accounts and white space accounts.
Schedule and attend in-person sales call appointments with customers. Other NetApp sales team members may also participate in the sales call to help qualify opportunities.
Develop business through prospecting, tailoring customer proposals, organizing proof of concepts, responding to RFP/RFIs for NetApp products – leveraging your cross functional NetApp team.
Use 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.
Manage the sales forecast/pipeline and build a quarterly account plan for assigned accounts.
Keep NetApp key stakeholders informed of key issues and changes which may impact customer satisfaction and expected business results.
Must be self-driven and own the end customer results, since there is little management interaction at the day-to-day level.