Account Strategist

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POST DATE 9/18/2016
END DATE 10/13/2016

NetApp Sunnyvale, CA

Sunnyvale, CA
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Mid-Career (2 - 15 years)
Bachelors Degree


Job Summary
As an Account Strategist, you will be responsible for coordinating and driving the development of your assigned accounts strategy and ensuring consistency in planning practices across NetApp s 100 most strategically-significant global accounts (G100). In this role, you will guide/assist sales leaders and account managers to penetrate accounts and increase footprint through strategic and detailed planning, resource coordination, business solution development, and direct involvement to execute against key actions and initiatives. The account strategist must be extremely results-driven; as such, you must work with your assigned accounts to not only set plans, but to facilitate and execute account strategy and activities, and to ensure execution against measurable milestones and goals.

Essential Functions:
Serve as single coordination point for assigned list of G50+ (Acquire) and/or G50 accounts to optimize account activities and sales outcomes
Organize and facilitate annual account strategy and planning sessions, coordinating the creation of account and marketing strategies that meet account goals and business objectives
Facilitate monthly/quarterly checkups on account progress against goals, needed adjustments to strategy, needs from the business, etc.
Contribute to the creation, refinement, and adoption of Account Planning toolkits and templates across all G100 accounts, including:
o Account and industry overview and competitive analyses
o Relationship management and key stakeholder maps
o Quantitative and qualitative goals; revenue goal setting for G50/G50+ accounts
o Business Development strategies
o Risk identification and mitigation/management
o Supporting / reference documentation
Update and maintain account dashboards and performance reports
Resource coordination with and across other business units and cross-functional teams (product operations, technical experts, vertical solutions, financial analysts, etc)
Facilitate partner strategy, including identification and alignment of technology, GSI, or reseller partners and coordination with partners to achieve success in accounts.
Align executive sponsors and coordinate executive visits and touchpoints, as needed, and facilitate executive briefings at NetApp EBC
Analyze and resolve account problems/issues directly associated with execution of the account strategy, as needed.
Assist with proposal development including standard sales proposals or RFP / RFI responses, including identifying resources to help the sales team
Prepare and conduct deal reviews
Identify needs for new or evolved offerings/solutions (non-product) across acquire account base. Define needs and requirements, identify business owner, track progress.
Assist in account coordination across regional areas (e.g. maintaining consistency in pricing, contracts, and service levels)
Orchestrate customer involvement in NetApp or industry events that drive NetApp awareness and exposure

Job Requirements

Proven account planning and management capabilities to create/maintain/enhance customer relationships and optimize sales outcomes
Background working in a multicultural, international business environment
Proficient project/program management capabilities and organizational skills
Possesses technical acumen and knowledge of NetApp product and service offerings
Strong leadership, creative thinking, and strategic planning skills
Exceptionally strong communications and presentation skills including the ability to clearly communicate business and technical concepts

Responsibility and Interaction:

o This position is responsible for developing account plans for global or large enterprise accounts, and managing many tasks that have cross functional dependencies, or a function within a country or global geographic area.
o The focus of this role is on creating and influencing strategy and policy, and providing program management support for actions directly related to the successful execution of this strategy.
o The potential impact of decisions made by this individual has significant operational or financial impact.
o This individual will apply in-depth knowledge to solve broad issues that are complex in scope, and establish medium to long- range plans.

o This position will report to a Sr. Director within the Strategic Products and Accounts organization and will be part of a team of Account Strategists
o This individual must work effectively with Staff to Senior Vice President level employees and employees within and outside of their function and organization.
o Utilizes people skills and available people manager tools to critically impact the growth of an individual within the company and career.
o This individual must demonstrate favorable results by providing leadership to the function.

Education and Experience
Minimum 8 12 years of experience is preferred.
A Bachelor of Arts or Sciences Degree, or equivalent is required. A Graduate Degree is desired.
Relevant experience working with or developing account plans for global companies or teams supporting global or large enterprise companies
Experience which demonstrates a strong understanding of the sales process and value of a well-defined and executable account strategy
Specialized knowledge in breadth and/or depth of account strategy and planning processes.

Posting Category
Business Operations
General & Administration

Full time / Part time

Posting Location
USA - California - Sunnyvale (Corporate Headquarters)
USA - New York - New York City
USA - North Carolina - Research Triangle Park

NetApp is an equal opportunity employer and makes employment decisions on the basis of merit. We are committed to compliance with all applicable laws providing equal employment opportunities. NetApp? makes reasonable accommodations, consistent with applicable laws, for the known physical or mental limitations of an otherwise qualified applicant or employee with a disability, who can perform the essential job functions, unless undue hardship would result.