Enterprise Client Executive - North Carolina

NetApp, Inc.•Durham, NC

2d•Onsite

About The Position

NetApp is seeking a versatile and driven Enterprise Client Executive to own a diverse territory of enterprise accounts across North Carolina. This territory includes a mix of established NetApp customers, accounts with room for significant growth, and net-new whitespace opportunities requiring a seller who can protect existing relationships, expand into new use cases and business units, and land new logos with equal intensity. The ideal candidate is a well-rounded enterprise seller who understands how to nurture and grow long-standing accounts while also bringing a hunter’s mentality to under-penetrated and greenfield opportunities. You are energized by the grind of building pipeline, creative in how you position the art of what’s possible, and disciplined in running MEDDIC-based deal qualification and forecasting. You understand that protecting install base is just as strategic as landing new business, and that expanding within existing accounts often requires just as much creativity and hustle as closing whitespace.

Requirements

7+ years of experience in enterprise technology sales
Must come from a relevant technology background, direct experience selling storage, data management, data protection, or storage-adjacent data center infrastructure technologies is required
Proven ability to manage a balanced book of business protecting existing install base, expanding within under-penetrated accounts, and landing net-new logos
Experience selling into enterprise-level customers and large organizations across a range of account maturity stages
Track record of consistently meeting or exceeding enterprise sales quotas
Strong understanding of enterprise IT environments, data infrastructure, and hybrid cloud strategies
Demonstrated success selling with and through channel partners strong existing partner relationships are highly valued
Ability to build pipeline independently and drive deals from prospecting through close
Strong command of MEDDIC or similar sales qualification frameworks with the discipline to apply them consistently
Strong territory planning, forecasting, and account management skills

Responsibilities

Own and develop a defined territory of enterprise accounts across North Carolina, spanning a mix of protect, expand, and net-new opportunities
Protect and deepen relationships within existing NetApp accounts driving renewals, identifying expansion opportunities, and reinforcing NetApp’s strategic value at the executive level
Expand NetApp’s footprint within underpenetrated accounts by uncovering new use cases, engaging additional business units, and positioning incremental solutions
Drive new logo acquisition in whitespace accounts building pipeline from the ground up and closing business in organizations with limited or no existing NetApp presence
Build and execute a territory plan that balances protect, expand, and land motions with disciplined activity management and pipeline rigor
Develop and maintain strong relationships with channel partners (VARs, distributors, solution providers) to drive joint pipeline and co-selling motions across all account segments
Leverage partner relationships and partner-sourced leads to extend territory coverage and accelerate deal velocity
Build relationships with executive stakeholders and technical decision-makers across all accounts in the territory
Engage customers on their data infrastructure modernization strategies, positioning the art of what’s possible with NetApp
Partner closely with Solutions Engineers and technical sellers to develop and deliver customer solutions
Execute against quarterly and annual sales goals with strong MEDDIC-based forecasting discipline and consistent pipeline management
Maintain consistent field engagement, including regular in-person meetings with customers and partners within the territory
Navigate complex enterprise sales cycles across multiple stakeholders and business units