Global Enterprise Manager

Job Summary

As a FSI Global Enterprise Manager you are responsible for selling NetApp’s Products and Professional Services to a few, large key Global Enterprise customers. Your ability to penetrate new divisions and organizations within your assigned accounts is essential to your being successful in this role. Cross-functional teams from NetApp’s Marketing, Systems 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 Global Enterprise Manager are to work directly with assigned Enterprise 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; penetrate 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. Other members of the sales team may also participate in the sales call to help qualify the opportunity.
• 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 customer 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.

Requirements:

• Excellent verbal and written communications skills; presentation, 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.
• Broad exposure to a variety of technologies/concepts in a distributed environment.

Responsibility

• Having broad expertise or unique knowledge, this individual uses their skills to contribute to the development of company objectives and principles, and to achieve sales function goals in creative and effective ways.
• Is responsible for a specific geographical install base and large, complex, high visibility, strategic, or tactically important accounts.
  Interaction
• This individual effectively works with, and influences senior internal personnel within the function, and employees in other functions that support the sales effort, and has direct customer contact.
• May successfully coordinate significant projects or initiatives across functional groups.
• 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 with significant interdependencies.
• May supervise other less senior members within same function.

Education & Experience:

• More than 12 years of experience is preferred.
• A Bachelor of Science Degree in Computer Science, Business Management, or related field is required; a Graduate Degree is preferred.
• Experience which demonstrates a significant level of expertise in technical specifications required to sell NetApp products and services is required.
• Specialized knowledge in breadth and/or depth.
• Fluent in English with a strong knowledge of the FSI Market in Spain