Job Description

Job Summary As a Commercial Account Manager in NetApp's Sales function, you are responsible to create long-term, trusting relationships with our customers.Your overall focus areas will be in prospecting, developing business, responding to RFP's, de Job Summary As a Commercial Account Manager in NetApp's Sales function, you are responsible to create long-term, trusting relationships with our customers.Your overall focus areas will be in prospecting, developing business, responding to RFP's, developing proposals for presentation to customers, and selling Products and Services. 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. You will utilize your excellent relationship building, negotiating, and technical skills to be successful in this role. Essential Functions: The essential responsibilities of the Commercial Account Manager are to work directly with customers and partner to capture sales opportunities and to work effectively across functions with other NetApp employees. Specific areas of responsibility that you will be responsible for include: - Use relationship management techniques to prospect opportunities within existing and new customer accounts penetrate new divisions and organizations within assigned accounts develop new selling relationships within assigned partner accounts. - Generate revenue by selling, managing, and developing client relationships - Maintain pipeline and forecast accuracy - Utilizing a consultative approach, discuss business issues with customer and develop a formal quote, a written sales proposal, or a formal sales presentation addressing their business needs. - Respond to RFP's and follow up with customer. - Develop an account management plan to help customers based on their business need. - Build and strengthen your business relationship with customers within existing accounts. Ensure that their needs are being met. - Provide, or facilitate training opportunities for your accounts. - Identify NetApp customer references that can be utilized when reference selling. Job Requirements - A proven and successful track record in sourcing, developing, growing and managing commercial accounts. - Demonstrated sales and account management experience with a track record of consistent sales quota over-achievement - Strong verbal and written communications skills, including presentation skills. - Ability to work collaboratively with employees within department and across functions. - Aptitude for understanding how technology products and solutions solve business problems. - Ability to convey information clearly and provide analysis as needed to help customer make buying decisions. - Experience in managing, orchestrating and closing complex sales-cycles using solution / use case selling techniques Responsibility and Interaction: Responsibility: - 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. Interaction: - 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 - 5-8 years of experience is preferred. - A Bachelor of Arts or Sciences Degree in Electrical Engineer or Computer Science or related field is required. A Graduate Degree is desired. - 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.