Client Executive - Intelligence Community

Job Summary

As an Intel Client Executive in NetApp's U.S. Public Sector, you are responsible for selling NetApp's Products and Professional Services to new and existing NetApp customers, as well as maintaining positive ongoing relationships to meet evolving customer needs.

Your overall focus areas will be in prospecting, developing opportunities, creating proposals for presentations to customers, and booking business for NetApp. This will include working with Cross-functional teams from NetApp's Storage, Systems & Software, Cloud Infrastructure, and Cloud Data Services business units. You will utilize your relationship-building, negotiating, and technical skills to be successful in this role.

As a seasoned, experienced professional, with a full understanding of industry practices and company policies and procedures, you will apply experiences and knowledge in solving a wide range of issues in imaginative and practical ways. You will also be responsible for a specific account-based install base within a set of named Intel accounts - either with your own account responsibility or as a team.

This is a pipeline position that will be opened on a recurring basis and used to fill roles aligned with the required skill sets.

Essential Functions

The essential responsibilities of the Client Executives are to work directly with customers to capture sales opportunities and to work effectively across functions with other NetApp employees. Specific areas of responsibility include:

• 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 value-added partners

• Schedule and attend sales call appointments with customers, often in tandem with a NetApp Account Technical Specialist (ATS)

• Determine if the customer has a valid need for NetApp products and services

• Propose an evaluation test project to enable the customer to test products in their own environment

• Determine acceptance criteria that a customer could use to determine the success of an evaluation test project

• Utilize 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

• Respond to RFP's and follow up with customers

• Develop an account management plan to sell to customers based on their business needs

• Build and strengthen your business relationship with customers within existing accounts

• Recommend marketing strategies

• Provide status information to your manager including forecast/pipeline information

• Provide, or facilitate, training opportunities for your accounts

• Identify NetApp customer references that can be utilized when reference selling

Job Requirements

• Candidate must live in the greater Baltimore / Washington metropolitan area

• TS/SCI with Full Scope Poly Security Clearance Required and Must be Maintained

• As a seasoned professional with a wide range of experiences, this individual uses professional concepts and company objectives to resolve complex issues in creative and effective ways

• Aptitude for understanding how NetApp capabilities and solutions solve business problems

• Strong verbal and written communications skills, including presentation skills and the ability to extrapolate use case requirements to establish success criteria

• Ability to work collaboratively with employees within the department and across functions

• Ability to convey information clearly and provide analysis as needed to help customers make buying decisions

Education & Experience

• A minimum of 12 years of individual contributor sales experience is preferred.

• Bachelor's Degree in Business Management, Computer Science, Engineering, or related field. Is required. A Graduate Degree is desired.

• Experience that demonstrates a significant level of expertise in technical specifications required to sell NetApp products and services is required.

• Successful track record of selling into the Intelligence Community

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Equal Opportunity Employer:

NetApp is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, protected veteran status, and any other protected classification.

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Why NetApp?

We are all about helping customers turn challenges into business opportunity. It starts with bringing new thinking to age-old problems, like how to use data most effectively to run better - but also to innovate. We tailor our approach to the customer's unique needs with a combination of fresh thinking and proven approaches.

We enable a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time per year to volunteer with their favorite organizations. We provide comprehensive medical, dental, wellness, and vision plans for you and your family. We offer educational assistance, legal services, and access to discounts. Finally, we provide financial savings programs to help you plan for your future.

If you want to help us build knowledge and solve big problems, let's talk.