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Engagement Manager

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POST DATE 9/14/2016
END DATE 10/12/2016

NetApp Miami, FL

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


Job Summary
The Engagement Manager (EM) is responsible for understanding mission, business, and technical requirements for NetApp U.S. Public Sector customers, creating a NetApp services solution that articulates methodology, technical scope and pricing, and driving deal closure. The position requires an in-depth knowledge of professional services, skills articulating the value proposition of NetApp professional services solutions, and the
ability to develop detailed solutions that includes scope of work, level of effort, financial, technical, and legal components. Candidate will be focused towards working with account teams, building relationships with IT executives and senior management, key decision makers, and technology influencers.

Strong background in professional services sales and delivery with customer facing, professional services sales experience
Has strong working knowledge of complex professional services offerings and
Has strong working knowledge of NetApp technology and solutions
Successful in creating and maintaining customer relationships with senior and
executive level customer leaders
Builds and influences relationships with Sales Representatives, Systems
Engineers, Consulting Systems Engineers, NetApp Global Support, Professional
Services Operations, and Professional Services Regional Managers
Achieves trusted advisor relationships with the account teams and customers
Is a member of the account team and actively drives the identification,
qualification and fulfillment of Professional Services opportunities, converting
them into bookings
Assists to establish sales and account strategies, and positions professional
services to deliver an end to end solution
Builds profitable services engagements by following defined quality assurance
mechanisms to identify correctly establish scope and level of effort
Fully positions and assists in the sale of consulting services to small, medium, and large enterprise class U.S. Public Sector customers, putting large consulting deals together
Manages complex consulting services through engagement sales cycles
Proactively determines business requirements, understands critical success
factors, internal capabilities, timelines, and current infrastructure to successfully
position projects/programs
Spends 75% or more of time in pre-sales positioning, scoping, sizing and crafting deals
Is trusted advisor to account teams on structuring, articulating, and delivering a strong professional services value proposition into accounts
Coordinates with professional services delivery teams on their accounts with
regards to understanding and meeting customer needs
Is accountable and responsible for all professional services on assigned accounts
Presents proposals and consulting solutions to customers and account teams
Negotiates service deals with customer to achieve an acceptable and favorable commercial position for NetApp
Accountable for accuracy of sizing and scoping services deals
Accountable for pricing deals to targeted margin levels
Participates in account planning sessions and leads the services components of account planning to identify and build consulting and services opportunities
Accountable and responsible for the identification, qualification and forecast
reporting of all professional services opportunities
Coordinates the pre-sales and post-sales transition process by working with
professional services teams to deliver and transition detailed statements of work to the delivery team

Job Requirements
Ability to interface at senior management level and above
Data storage or systems integration/management experience
4+ years of managing large billable projects for external customers
Excellent ability to communicate effectively, both verbally and in writing
Strong technical acumen, sufficient to understand the technologies and technical issues involved with the NetApp product portfolio and heterogeneous customer environments
Ability to define problems, collect data, establish facts, and draw valid
Ability to interpret a variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables
Ability to translate moderate to complex storage solutions or strategies into
simple to understand clear concepts and objectives for project execution
Solid presentation skills required
US citizen required, with an existing US government security clearance (or ability to obtain a clearance)
Experience with US government civilian, DoD, and/or intelligence customers

Education and Experience
Bachelor's degree (B. A.) from a four-year college or university, or equivalent education and experience is required. An MBA is preferred.
6+ years of experience as a Project Manager, Service Deal Shaper, or similar role
Data storage or systems management experience
Formal Project Management certification desired (e.g. PMI, with ITIL foundation knowledge)
US citizen required, with an existing US government security clearance (or ability to obtain a clearance)

Posting Category
Professional Services

Full time / Part time

Posting Location
USA - Arizona - Phoenix
USA - California - Los Angeles
USA - California - Sunnyvale (Corporate Headquarters)
USA - Colorado - Denver
USA - Florida - Miami
USA - Georgia - Atlanta
USA - Illinois - Chicago
USA - Maryland - Baltimore
USA - Massachusetts - Boston
USA - Minnesota - Minneapolis
USA - New Jersey - Edison
USA - New York - New York City
USA - New York - Rochester
USA - North Carolina - Research Triangle Park
USA - PA - Philadelphia
USA - Texas - Dallas
USA - Virginia - D.C.
USA - Virginia - McLean

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.