Senior Client Executive - Enterprise Majors

NetApp, Inc.•Edina, MN

6d•Remote

About The Position

We’re expanding our Enterprise Majors organization, a newly created segment within our Enterprise Sales team focused on a defined set of high-impact, strategic enterprise customers. Enterprise Majors was established to provide dedicated focus and deeper engagement for a portfolio of enterprise accounts that are critical to NetApp’s long-term growth strategy. These customers are well-known organizations across industries such as manufacturing, technology, healthcare, automotive, and financial services, businesses that rely heavily on data to drive operations, performance, and innovation. As a Client Executive, Enterprise Majors, you will function as a strategic account executive managing a concentrated portfolio of large, complex enterprise accounts. The focus is on building long-term C-level partnerships, expanding existing relationships through strategic value creation, and winning new opportunities through disciplined execution and consultative, value-based selling. This role is ideal for an enterprise sales professional or account manager who is comfortable operating at the executive level, thrives in complex, multi-quarter deal environments, and knows how to drive consistent results through strategic account planning and cross-functional orchestration.

Requirements

8+ years of enterprise technology sales experience as an account executive or sales representative, with a proven track record of consistently meeting or exceeding $8M+ annual quotas
Required: Experience selling storage technologies and/or storage-adjacent solutions such as virtualization, data protection, backup/recovery, SAN/NAS, hybrid cloud infrastructure, or converged infrastructure, with a strong understanding of how data infrastructure components interconnect
Required: Must love to win and sell, this is a team of high achievers.
Strong experience with MEDDICC (or equivalent) sales methodology and disciplined pipeline management
Proven ability to build and maintain C-level and executive relationships within large enterprise organizations
Demonstrated success managing large, complex deals with total contract values of $2M+ and sales cycles of 6+ months
Experience navigating enterprise procurement processes, complex negotiations, and multi-stakeholder decision-making
Ability to think strategically about account growth, whitespace identification, and long-term customer partnerships
Strong business acumen and executive presence, with the ability to facilitate strategic business conversations beyond technology
Collaborative mindset with experience working across extended account teams and cross-functional partners
Self-motivated, accountable, and comfortable operating with a high degree of autonomy in managing a concentrated set of strategic accounts

Nice To Haves

Background selling enterprise infrastructure, data management, cloud, or hybrid cloud technologies
Experience selling into data-intensive and/or regulated industries such as healthcare, financial services, manufacturing, or automotive

Responsibilities

Manage and grow a focused portfolio of strategic enterprise accounts with an annual quota of $10M+
Develop and execute comprehensive account strategies that align NetApp solutions to customer business outcomes, modernization initiatives, and long-term IT roadmaps
Build and maintain C-level and executive relationships across IT, lines of business, procurement, and finance
Navigate complex, multi-stakeholder buying centers and orchestrate enterprise-level sales cycles spanning 6-18+ months
Drive both expansion within existing customer relationships and acquisition of new strategic opportunities within assigned accounts
Apply strong MEDDICC discipline to qualify opportunities, manage pipeline health, and deliver accurate forecasts
Partner closely with your dedicated Solutions Engineer to develop technical strategies, deliver executive-level presentations, and position differentiated value
Collaborate with cross-functional teams including Cloud, Services, Customer Success, Finance, and Legal to drive deal execution and customer outcomes
Lead quarterly business reviews (QBRs) and strategic planning sessions with customers and internal stakeholders
Negotiate complex contracts, including enterprise agreements, total contract value discussions, and multi-year commitments
Actively engage channel partners where appropriate to extend reach and deliver customer value
Maintain deep understanding of customer industries, competitive landscape, and data infrastructure trends to position NetApp as a strategic partner