Client Executive - Intelligence Community

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

 

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