Enterprise Manager, NYC SLED

Job Description

As an Enterprise Manager, NYC SLED, you are responsible for selling NetApp's portfolio of solutions to a few, key NYC SLED customers. In addition, you will develop, organize and execute a Citywide strategic plan to grow NetApp’s solution footprint and revenue across NYC SLED. Your ability to access executive decision-makers and influence new divisions and organizations within your assigned accounts is essential to being successful in this role. Cross-functional teams from NetApp's Marketing, Business Development, Solutions Engineering and Product Development functions provide support and tools for you to leverage to attain and exceed sales performance goals.
Essential Functions:
The essential responsibilities of the Enterprise Manager are to work directly with assigned Enterprise SLED customers to capture sales opportunities and to work effectively across functions with other NetApp employees.
- Use relationship management techniques to develop selling opportunities within partner organizations; access new divisions and organizations within assigned partner account; develop new selling relationships within assigned partner account; develop new direct selling opportunities.
- Schedule and attend sales call appointments with prospects.
- Conduct effective discovery to understand customer business objectives and agency outcomes to identify NetApp value for agency stakeholders and to develop effective sales proposals.
- Determine if the customer has a valid business need for NetApp Products and Professional Services.
- Propose an evaluation test project to enable the customer to test the product in their own environment.
- Determine acceptance criteria for customers to judge the success or failure of an evaluation test project.
- Build and strengthen your business relationship with existing accounts; follow-up to ensure all of their post-sales needs are being met.
- 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.

- Excellent verbal and written communications skills; presentation, discovery, customer service, business and negotiation skills.
- Ability to travel within assigned region, working closely with District Managers, Sales Representatives, and channel partners. Occasional travel outside of region required.
- A strong understanding of the sales process and Channel Sales.
- High energy with the capability to multi-task in a dynamic, rapidly growing organization.
- A thorough understanding of go-to-market strategies including account segmentation, products, marketing strategies, etc.

- Experience creating, leading, and executing on large, complex sales opportunities over $5M in the fields of software, infrastructure, advanced services.
- Broad exposure to a variety of technologies/concepts in a collaborative selling environment.
Responsibility and Interaction:
Responsibility:
- 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.
- Responsible for a specific NYC SLED install base and large, complex, highly visible, strategic accounts.
Interaction:
- This individual effectively works with and influences senior internal personnel within the function, employees in other functions that support the sales effort, and has direct customer contact.
- Limited management supervision and direction is provided since this individual operates and drives results independently.
- The ideal candidate is a subject matter expert and strongly influences sales team decisions and initiatives. May also act as a team leader and major decision maker for team projects.

Requires a minimum of 8 years of related experience with a Bachelor’s degree.

-Ideal candidate will have experience and/or certifications in Strategic Selling frameworks and executive selling strategies.