Keystone Solution Sales Professional Federal

Job Summary

NetApp is looking for a motivated and knowledgeable sales professional to drive growth in its Keystone offering NetApps Storage-as-a-Service solution. Keystone is a pay-as-you-grow subscription-based service that delivers a seamless hybrid cloud experience for customers who prefer an OpEx consumption model over a CapEx or leasing model. By removing the IT burdens of managing storage infrastructures customers can better align storage costs to business needs accelerate time to value and focus on core business operations by managing outcomes.

This is an opportunity to be a part of a rapidly growing agile start-up minded team focused on driving growth across both NetApps existing customer base and new customers. We expect Keystone to be the cornerstone of growth in our Hybrid-Cloud business moving forward.

Job Description

The Keystone Solution Sales Professional is responsible for seeking and exploring new opportunities with NetApps Federal USPS client executives and partner your role you will lead sales engagements and be responsible for articulating the value of a pay-as-you-grow managed service model that bridges the customers journey into the cloud. You will build and maintain relationships with NetApp Federal sales teams and strategic NetApp Federalpartners in your assigned territory helping them understand the Keystone offering so they are able to assist in identifying new opportunities in their customer base

To ensure your success you need to be an ambitious confident and self-motivated individual with previous senior-level sales experience. You need to be passionate about innovative technology modern pay-as-you-go commercial models and articulating value to partners customers and prospects

In addition we are also looking for:

• A multi-disciplined team player who is passionate about selling and additionally wants to participate in the design and development of the future go-to-market process
• Someone with a strong desire to grow professionally the ability to adapt to an ever-changing environment and who is willing to learn and adopt new sales approaches as required

Job Responsibilities

• Work with Federal Client Executives to prospect qualify and develop a robust sales pipeline to meet new logo and revenue bookings targets
• Conduct discovery and execute the sales process to determine the scope of the customers Storage-as-a-Service needs
• Communicate the value of Keystone to C-level executives procurement and other senior enterprise decision-makers
• Timely and accurate updating of CRM customer information forecasts and pipeline data to ensure the generation of accurate territory and management reports
• Accelerate customer adoption
• Manage contract negotiations
• Serve as an evangelist for Keystone within NetApp and externally

Education and Experience

• US Citizenship required
• Typically requires a minimum of 12 years of relevant experience as well as a Bachelors Degree or equivalent experience
• Four or more years of experience in sales of as-a-Service or leasing offerings
• Seven or more years of experience working with Federalcustomers in a pre-sales or post-sales role
• Proficient grasp of positioning the value of different consumption models to Federal customers outlining how they can capture additional benefit by adjusting their purchase model (OpEx vs CapEx)
• Solid understanding of the as-a-service market landscape and the management services specifics
• Ability to position the NetApp advantage with Federalcustomers to their specific mission objectives
• Excellent communication and presentation skills with the ability to communicate technical value into business benefit
• Ability to manage numerous engagements simultaneously and work with various sales personnel across organizations and time zones
• Familiarity with various cloud service products and companies like AWS Google Cloud and Azure
• Experience working with C-level executives and partners internally and externally
• Solid understanding of the Federal budgeting contracting and procurement process
• Experience driving business through distribution and partners in the federal market