Google Cloud Sales Executive, HCLS

NetApp, Inc.

About The Position

Are you data-driven? We at NetApp believe in the transformative power of data – to expand customer touchpoints, to foster greater innovation, and to optimize operations. We are designed for simplicity, optimized to protect, created to embrace future opportunity, and open to enrich choice. We are the data authority for hybrid cloud, and we are helping our customers realize the full potential of their data. We have built an intelligent Data Fabric for a data-driven world – to simplify and integrate data management across the resources that are best for the business. With the Data Fabric, our customers can harness the power of cloud data services, build cloud infrastructures, and modernize storage through data management. This is a transformational role within NetApp that will drive our Cloud GTM with Google Cloud’s key HCLS Sellers, Customers and Partners. This position will be responsible for all aspects of joint selling - partnering, GTM activities, sales enablement, pipeline management, sales opportunity reporting and management of NetApp and Google sellers. Not only will this position be responsible for the day-to-day sales leadership, but it will also provide feedback into our product orgs to shape our product vision. The HCLS Google Cloud Sales leader will cover a set of Healthcare & Life Sciences accounts and will be a part of our Google GTM Cloud Data Services Team that reports to the Head of Sales, East US Region. Location: Candidates must reside on the East Coast. Essential Functions & Key ResponsibilitiesEssential Functions The role of the Google Cloud Sales Executive is to work with Google to drive Google Cloud NetApp Volumes (GCNV) and Google Cloud Volumes ONTAP (CVO) consumption through Google HCLS Sellers, Customers, Partners, and the Google Marketplace. This role is primarily responsible for building relationships with NetApp and Google Sales Teams as well as NetApp and Google Customer Engineering teams to grow Google Consumption of Data Migrating to Google Cloud. This role is aligned to HCLS vertical customers in US-East. In this sell-with role, you will help HCLS end customers and partners evaluate GCNV and CVO for their workloads, applications, and data needs in the cloud, recommend solutions that meet requirements, remove roadblocks to deployment and drive customer satisfaction.

Requirements

Effective account management within HCLS accounts: planning, opportunity qualification and creation, stakeholder and executive communication needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, and large dollar deal negotiation
Experience and expertise selling large cloud deals to senior business decision makers within HCLS customers by aligning and reinforcing the value of the cloud to the customer’s overall business pain and/or strategic opportunities.
Ability to solve HCLS customer problems with the Google cloud platform, specifically solutions related to new internal LOB apps and external facing apps, migration to cloud, datacenter infrastructure modernization, DevOps/DevTest along with knowledge of enterprise and competitive cloud solutions.
Success in previous HCLS-focused roles selling with and through joint GTM efforts.
Clear and demonstrated understanding of the various capabilities of Hyperscaler Marketplace.
Ability to work in a fluid environment and possess a creative mindset for new forms of storage consumption.
Proven ability to work collaboratively and be open to direct feedback.
Develop and grow a sales opportunity pipeline and manage a collaborative sales pipeline.
Able to manage a region with a defined quota measured on annual recurring revenue.
7+ years demonstrated sales leadership success with Healthcare/Life Sciences customer accounts.
Demonstrated success in high performance selling including partner GTM sales
Proven success managing a diversified business, global responsibility a plus.
A Bachelor of Arts or Sciences Degree in STEM or related field required. A Graduate Degree is desired.

Responsibilities

Develop and maintain an MRR, ARR Sales Plan that includes mapping to the appropriate Google HCLS resources; prospect into the Google HCLS Sales & Engineer community, NetApp Account\Specialist Teams, and joint Customer Success teams to build relationships, manage sales opportunities, create a sales pipeline, and deliver GCP revenue.
Disciplined business-management; adaptable to a culture of accountability; build a strong and active business network; meet sales targets and operational standards. Maintain SFDC pipeline.
Build and transform new markets and lead transformational shifts for our HCLS customers. Develop, communicate, and provide high business impact solutions that enable digital transformation
Maintain and develop a positive customer relationship per the foundational goals and aspirations of the joint Google NetApp partnership.
Clear communication, status, and leadership will be essential to succeed.