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Title:  Senior Account Executive Commercial Market

Location:  NETHERLANDS - Amsterdam
Requisition ID:  1762

Job Summary

As a Senior Account Executive in NetApp's Sales function, you are responsible for selling NetApp's Data Fabric & Cloud Solutions, Products and Professional Services to existing and mainly new NetApp customers, as well as maintaining positive on-going relationships to meet evolving customer needs. Your overall focus areas will be in prospecting, developing business, responding to RFP's, developing proposals for presentation to customers, and selling Data Fabric & Cloud Solutions, Products and Professional 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 Senior Account Executives are to work directly with customers 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 develop selling opportunities within new and existing customer accounts; penetrate new divisions and organizations within assigned accounts; develop new selling relationships within assigned partner accounts.
- Schedule and attend sales call appointments with customers. Other NetApp sales team members may also participate in the sales call to help qualify the opportunity. 
- Determining if customer has a valid need for NetApp's Data Fabric & Cloud Solutions, Products and Professional Services.
- Proposing an evaluation test project to enable the customer to test the solutions and/or products in their own environment.
- Determining acceptance criteria that a customer could use to determine the success of an evaluation test project.
- 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 sell to customer based on their business need.
- Build and strengthen your business relationship with customers within existing accounts. Ensure that their 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

Your Profile:
- Strong verbal and written communications skills in Dutch, including presentation skills.
- Ability to work collaboratively with employees within department and across functions.
- Aptitude for understanding how NetApp's Data Fabric & Cloud Solutions, Products and Professional Services solve business problems. 
- Ability to convey information clearly and provide analysis as needed to help customer make buying decisions. 
- Strong network in the commercial sector (Finance and/or Industry and/or Business Services)
- Hunter profile.

Responsibility and Interaction:
Responsibility: 
- Having broad expertise or unique knowledge, this individual uses their skills to contribute to the development of company objectives and principles, and to achieve sales function goals 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. 
- May successfully coordinate significant projects or initiatives across functional groups.
- 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 with significant interdependencies. 
- May supervise other less senior members within same function.

Education

Your Education & Experience:
- More than 12 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 preferred.
- Experience which demonstrates a significant level of expertise in technical specifications required to sell NetApp's Data Fabric & Cloud Solutions, Products and Professional Services is required.
- Specialized knowledge in breadth and/or depth.


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