Senior Client Executive

Job Summary

As a Client Executive in NetApp Canadas Enterprise team you are responsible for selling NetApps 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 NetApps 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 enterprise accounts both existing and net new.

Essential Functions

• 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 Solutions Engineer (SE).
• 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 RFPs 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
• Provide status information to your manager including weekly 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 Vancouver metropolitan area.

• 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
• Have a strong MEDDICC background and a Challenge Sales mindset.
• Extensive experience using Sales Force.
• Desire to win!

Education

• A minimum of 8years of individual contributor sales experience is preferred.
• Bachelors Degree.
• 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 large enterprise accounts as well as acquiring new accounts and workloads.