As a Sales Representative in NetApp’s Cloud Insight’s team, you are responsible for selling NetApp’s Cloud Insights SaaS-based solution to existing and new NetApp prospects. You’re responsible for maintaining positive ongoing relationships to meet evolving customer needs.
Your primary focus will be to drive Cloud Insights subscription activity to new and existing NetApp customers by working with key infrastructure executives, engineers, partners, and internal NetApp account teams. You will be responsible for managing a complex sales process from beginning to end requiring customer presentations, proof of concepts, ROI development, proposal development, and deal negotiations. You’ll work closely with your cross-functional team, including Sales Engineering, Product Engineering, Legal, Marketing and Operations. You will utilize your excellent relationship-building, negotiating, and technical skills to be successful in this role.
Location: Candidates must be based in East Coast (EST) or Mid-West (CST)
Job Requirements
• The responsibilities of the Cloud Insights Sales Representative are to work directly with customers, either with or independent of the NetApp core sales teams to capture Cloud Insights sales opportunities and to work effectively across functions with other NetApp employees.
• Use relationship management techniques to develop selling opportunities within existing customer accounts; penetrate new divisions and organizations within assigned accounts; develop new selling relationships within assigned partner accounts.
• Schedule and attend customer meetings both remotely and on-site at customer locations. Other members of the NetApp sales team may be expected to participate.
• Determine if the customer has a valid need for NetApp Cloud Insights.
• Determine acceptance criteria for customer evaluations and proof of concepts.
• Utilizing a consultative approach, discuss business issues with customers and develop a formal quote, a written sales proposal, or a formal sales presentation addressing their business needs.
• Develop account plans to sell to customers based on their business needs and key initiatives.
• Recommend marketing strategies.
• Provide status information to your manager including forecast/pipeline information.
• Provide, or facilitate enablement/training opportunities for your accounts.
• Identify NetApp customer references that can be utilized when reference selling.
Responsibility
• This individual uses their skills to contribute to developing company objectives and principles and to achieve sales function goals in creative and effective ways.
• Is responsible for a specific geographical install base and large, complex, high visibility, strategic, or tactically important accounts.
Interaction
• This individual effectively influences senior internal personnel within the function, employees in other functions that support the sales effort, and has direct customer contact.
• May successfully coordinate significant projects or initiatives across functional groups.
• 8+ years of experience in a software sales role
• 3+ years selling SaaS-based solutions
• Have worked in an overlay position with account managers who own relationships with strategic/global customers.
• Have a strong understanding of enterprise computing, hybrid cloud, storage and storage management technologies and competitive offerings in the Fortune 1000 segment.
• Strong verbal and written communication skills including presentation skills.
• Ability to work collaboratively with employees within the department and across functions.
• Aptitude for understanding how technology products and solutions solve business problems.
• Able to convey information clearly and provide analysis customers use to make buying decisions.