Job Summary
In this role, you will be responsible for owning and nurturing the business relationship for NetApp's best-in-class hybrid cloud data and data management products. You will be responsible for driving net-new opportunities while expanding NetApp's footprint within your account - the United States Navy (specifically the Shipyards). As an account lead, you will be responsible for understanding the market pressures your customers are facing and mapping NetApp's technology to help solve some of their most complex data problems. You will serve as a trusted advisor to senior leadership and use business acumen and technical expertise to influence customer decisions. You will also champion the account strategy and define NetApp's technology direction/vision within the account.
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Portsmouth, NH or Norfolk, VA location highly preferred
Responsibilities
- Use relationship management techniques to develop selling opportunities within the United States Navy
- Schedule and attend sales meetings with customers and other NetApp sales team members
- Have discussions with new levels and buyer profiles (Cloud Architect, Application Developer, Chief Data Scientist, Chief Information Officer, etc.)
- Utilize the NetApp advanced value selling methodology to:
- Discover opportunities for NetApp to co-create customer value by effectively gathering information about what the customer values most from a business perspective throughout the sales process
- Align internally and externally with what matters most to NetApp's Customers
- Position NetApp's strengths and capture customer mindshare by articulating solution value and differentiation - aligned to business initiatives
- Discuss business issues with customer and develop a formal quote, written sales proposal, or formal sales presentation addressing their business needs
- Build and strengthen your business relationship with customers within existing account and ensure that their needs are met
- Provide status information to your manager including forecast/pipeline information
Education and Experience
- Typically requires a minimum of 5 years of related experience with a Bachelor's degree or equivalent work experience
- Must have general knowledge of the shipyards and previous experience selling into them
- Broad exposure to a variety of storage and cloud technologies/concepts
- Current AWS and Azure relationships desired
Compensation:
The target salary range for this position is $223,000 - $273,000. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. The range is based on 'On Target Earnings' (OTE) representing the total potential earnings, which is the sum of the base salary and potential commission earned when performance targets are achieved. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off (PTO), various Leave options, employee stock purchase plan, and/or restricted stocks (RSU's). These offerings are subject to regional variations and governed by local laws, regulations, and company policies. We will provide detailed information about the specific benefits for your region during the recruitment process.
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