Major Account Manager

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POST DATE 9/15/2016
END DATE 11/12/2016

NetApp Bellevue, WA

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


Job Summary
As a Major Account Manager you are responsible for selling NetApp s Products and Professional Services to a few, key Major 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 Major Account 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.

Job 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 and Interaction:

As a seasoned professional with a wide range of experiences, this individual uses professional concepts and company objectives to resolve complex issues in creative and effective ways.
Is responsible for a specific geographical install base and large, complex, high visibility, strategic, or tactically important accounts.

This individual effectively works with, and influences senior internal personnel within the function, employees in other functions that support the sales effort, and has direct customer contact.
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.

Education and Experience
8 to 12 years of experience is preferred.
A Bachelor of Science Degree in Computer Science, Electrical Engineering, 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.

Posting Category

Full time / Part time

Posting Location
USA - Washington - Bellevue
USA - Washington - Seattle

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.