at NETWORK APPLIANCE INC in Schaumburg, Illinois, United States
Job Description
About NetApp
We're forward-thinking technology people with heart. We make our own rules, drive our own opportunities, and try to approach every challenge with fresh eyes. Of course, we can't do it alone. We know when to ask for help, collaborate with others, and partner with smart people. We embrace diversity and openness because it's in our DNA. We push limits and reward great ideas. What is your great idea?
"At NetApp, we fully embrace and advance a diverse, inclusive global workforce with a culture of belonging that leverages the backgrounds and perspectives of all employees, customers, partners, and communities to foster a higher performing organization." -George Kurian, CEO
Job Summary
Summary
The Commercial Partner Technical Lead is the technical expert for Partners within a focus area. As an extended member of the district, the Commercial PTL will participate in co-selling efforts as a partner and customer facing resource. Responsibilities will include understanding how to leverage the full NetApp portfolio to help Partners lead more often with NetApp and execute more NetApp deals. This individual will own the opportunity business with a focused set of Partners to grow mindshare with those partners. Engagement will be achieved by inserting NetApp differentiation into the Partner's value statements/pitches, executing on pipeline creation and acceleration, and assisting with deal related activities including sizing guidance, customer meetings and engage through deal closure. Ultimately, this role will contribute to market share gains by increasing market presence in key markets with key Partners.
Business Objectives
* Deep understanding of customer's technical landscape & challenges and Partner's GTM priorities.
* Ensure and manage a portfolio play that reflects NetApp's complete opportunity.
* Build a NetApp bias within the partners and develop joint offering that includes the NetApp portfolio.
* Assist in driving revenue by working with assigned Partner extended org in their pursuits, including alignment with broader Partner sales team and NetApp sellers.
* Accelerate sales cycles by removing barrier due to NetApp technical proficiency and tool familiarity.
* Increase NetApp revenue in the aligned accounts, maximizing NetApp share of wallet within the account.
Job Requirements
JOB ACTIVITIES
* Work with the Commercial District Manager, Sales and Technical teams to Develop and Execute a territory growth plan with Commercial accounts and Partners to drive growth.
* Develop, manage, and grow a pipeline of sales opportunities in collaboration with key Partner Account teams and NetApp Sellers
* Responsible for customer facing Sales Campaigns, Solution Recommendation, Technical Presentation and closing business
* Co-sell and strategize with partners, NetApp District Manager and Sales on Commercial customer acquisition and growth - partner enablement while closing deals.
* Deliver NetApp strategy, vision, and messaging to customers, prospects, and partners
CANDIDATE REQUIREMENTS
* Consistent track record of pipeline building, exceeding quota and driving net new business
* Aggressive, Self-starter "Hunter" who is comfortable working independently and in a team environment
* Strong understanding of partner landscape and how to collaborate and win competitive deals
* Broad exposure to a variety of data storage and cloud technologies/concepts
* Located within assigned territory and able to travel weekly to visit customers and partners
Key Performance Indicators
* Annual revenue performance attainment for Assigned Commercial District and Partners
* NetApp Portfolio sales to Net-new accounts and Net-new workloads and use cases.
* Number and quality of Partner engagements, deal registrations, pipeline and closed transaction count
* Trusted advisor relationships with customer's technical stakeholders
Skills & Competencies
* Drive for results: Through customer obsession and being the technical authority to win opportunities with appropriate workload specialists' engagement
* Communication and planning: As a key member in the account team and with customers and partners
* Business knowledge: Value proposition mapped to customer requirements
* Leadership: Technical leadership in team selling environments
* Ownership of technical relationship with the customer and partner at the executive level
* Understanding of partner business and Go To Market priorities including Competitive landscape
* Understanding of the role of Partner in NetApp and the industry and of NetApp's Partner Programs
* Ability to navigate the Customer organization and deliver message based on audience/persona
* Strong communication and interpersonal skills
* Must travel to meet with the customers
Equal Opportunity Employer:
NetApp is firmly committed to Equal Employment Opportunity (EEO) and... For full info follow application link.
Equal Opportunity Employer Minorities/Women/Vets/Disabled.
