Keystone Sales Specialist - Usps

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

NetApp is looking for a superstar Sales Specialist to drive growth in its Keystone offering, NetApp’s 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 NetApp’s existing customer base and new customers. We expect Keystone to be the cornerstone of growth in our Hybrid-Cloud business moving forward.

Job Requirements

To ensure your success as a Keystone Sales Specialist, you need to be an ambitious, confident, and self-motivated individual, with previous sales or SE experience or another customer facing role. You need to be passionate about innovative technology, modern pay-as-you-go commercial models and articulating value to customers and prospects.

In 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 customer’s journey into the cloud. You will partner with NetApp Client Executives and lead the end-to-end Keystone sales process through deal closure. You will be required to hunt for, and qualify, new opportunities in your assigned territory. You will build and maintain relationships with all NetApp Client Executives in your assigned territory, helping them understand the Keystone offering so they are able to assist in identifying new opportunities in their customer base.

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 is willing to learn and adopt new sales approaches as required.

Responsibilities

• Timely and accurate updating of CRM customer information, forecasts, and pipeline data to ensure the generation of accurate territory and management reports.
• Serve as an evangelist for Keystone within NetApp, and externally
• Work with Account 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.
• Manage contract negotiations.
• Accelerate customer adoption.

Education

• 2+ years of experience in sales of as-as-service or leasing offerings
• Proficient grasp of positioning the value of different consumption models to enterprise 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 customers.
• 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
• 4+ years of experience working with customers in a pre-sales or post-sales role

Equal Opportunity Employer:

NetApp is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, protected veteran status, and any other protected classification.

Did you know…

Statistics show women apply to jobs only when they’re 100% qualified. But no one is 100% qualified. We encourage you to shift the trend and apply anyway! We look forward to hearing from you.

Why NetApp?

In a world full of generalists, NetApp is a specialist. No one knows how to elevate the world’s biggest clouds like NetApp. We are data-driven and empowered to innovate. Trust, integrity, and teamwork all combine to make a difference for our customers, partners, and communities.

We expect a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time off per year to volunteer with their favorite organizations. We provide comprehensive medical, dental, wellness, and vision plans for you and your family. We offer educational assistance, legal services, and access to discounts. We also offer financial savings programs to help you plan for your future.

If you run toward knowledge and problem-solving, join us.

USA Residents Only:

The base salary hiring wage range for this position which the Company reasonably and in good faith expects to pay for the position in the specified geographic areas or locations, is $236,000-$288,000. Final compensation will be dependent on various factors relevant to the position and candidate such as geographical location, candidate qualifications, certifications, relevant job-related work experience, education, skillset and other relevant business and organizational factors, consistent with applicable law. In addition, the position may include some of the following comprehensive benefits such Medical, Dental, Vision, Life, 401(K), Paid Time off (PTO), sick time, leave of absence as per the FMLA and other relevant leave laws, Company bonus/commission, employee stock purchase plan, and/or restricted stocks (RSU’s).