Services Account Executive

NetApp, Inc.

1d•$287,300 - $350,000•Remote

About The Position

As a Senior Services Account Executive, you are the face of the Professional Services (PS) organization to our clients and our account teams within your coverage territory. This is a player/coach role with a national territory, where your responsibility is to evangelize and sell our key PS offerings with a focus on Consulting and Managed Services solutions. You will lead strategy execution within your territory and provide coaching to other members covering that business segment to achieve sales targets. This position will start by servicing our national SLED segment (non-public sector), expanding to include Corporate & Mid-Market teams with team leader responsibilities for support team members in that territory. You will work daily with sales leaders at the director and district manager level on segment level PS sales strategy, deal level strategy, and weekly sales forecast updates. For deal development, you will collaborate directly with clients, partners and NetApp account teams to identify customer needs. To develop solutions, you will work with PS solution architects, eDesk, and other resources needed to design the appropriate solution for your customer. You are responsible for owning the delivery of customer proposals and secure contracts for these services. You will be assigned and measured on bookings and revenue performance for the area you cover. This role requires a self-starter, someone who will set their own schedule, proactively organize their own meetings, and get themself in front of our field sales organization with compelling messaging for the inclusion of Professional Services in conversations with end customers. We are looking for an tenured services sales professional, not someone who sells hardware or software products with services as a small component. The ideal candidate is comfortable speaking about the services that drive realization of customer business goals around data storage related to cloud and hybrid cloud transformation, managed services, business consulting, data management, automation and security. The candidate is expected to actively share best practices to the Professional Services sales community and field enablement forums to support team development. This is a remote customer-facing role, with in office requirements of 1 visit per quarter.

Requirements

Bachelor’s degree in Information Technology, Business, Marketing, or a related field.
10+ years of quota-bearing selling experience.
10+ years of consulting or services sales experience as a primary focus area.
Ability to demonstrate deep knowledge of Professional Services offerings, delivery models, and commercial constructs.
Understanding of professional services contracting or SOW creation and negotiation.
Executive presentation skills - comfortable leading group conversations including Director up to CIO-level audiences.
Proficiency with industry CRM and forecasting tools required.
Up to 30% travel is required for client meetings and leadership meetings.

Nice To Haves

Working knowledge of Salesforce (CRM) and Aviso (Forecasting) is a plus.

Responsibilities

Evangelize and sell key Professional Services (PS) offerings, focusing on Consulting and Managed Services solutions.
Lead strategy execution within the assigned territory and provide coaching to other team members to achieve sales targets.
Work with sales leaders on segment-level PS sales strategy, deal-level strategy, and weekly sales forecast updates.
Collaborate with clients, partners, and NetApp account teams to identify customer needs.
Work with PS solution architects and other resources to design appropriate customer solutions.
Own the delivery of customer proposals and secure contracts for services.
Be assigned and measured on bookings and revenue performance for the covered area.
Set own schedule, proactively organize meetings, and engage the field sales organization with compelling messaging for Professional Services.
Actively share best practices with the Professional Services sales community and field enablement forums.
Manage a national territory, potentially expanding to include Corporate & Mid-Market teams with team leader responsibilities.