Keystone Solution Sales Professional (US)

NetApp

Salary: $303k - $392k
Experience: 12+ yrs
Location: United States
Job type: Full-time

Required skills

Salesforce
CRM

About the role

Job Summary

NetApp is looking for a motivated and knowledgeable sales professional 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 Description

The Keystone Solution Sales Professional is responsible for seeking and exploring new opportunities with NetApp’s client executives and the partner community. 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 build and maintain relationships with NetApp sales teams and strategic NetApp partners in your assigned territory, helping them understand the Keystone offering so they are able to assist in identifying new opportunities in their customer base

To ensure your success, you need to be an ambitious, confident, and self-motivated individual with previous senior-level sales experience. You need to be passionate about innovative technology, modern pay-as-you-go commercial models, and articulating value to partners, customers, and prospects

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

Job Responsibilities

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

Education and Experience

Typically requires a minimum of 12 years of relevant experience as well as a Bachelor's Degree or equivalent experience
Four or more years of experience in sales of as-a-Service or leasing offerings
Seven or more years of experience working with customers in a pre-sales or post-sales role
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
Familiarity with various cloud service products and companies like AWS, Google Cloud, and Azure
Experience working with C-level executives and partners, internally and externally
Solid understanding of the as-a-service market landscape and the management services specifics to be able to position the NetApp advantage with partners and customers

Compensation:
The target salary range for this position is 303,450 - 392,700 USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. The range is based on 'On Target Earnings’ (OTE) representing the total potential earnings, which is the sum of the base salary and potential commission earned when performance targets are achieved. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off (PTO), various Leave options, employee stock purchase plan, and/or restricted stocks (RSU’s). These offerings are subject to regional variations and governed by local laws, regulations, and company policies. We will provide detailed information about the specific benefits for your region during the recruitment process.

About NetApp

Sells enterprise data storage and cloud management software.

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