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Title:  Azure Specialist, FED Civilian Sales


Austin, TX, US, 78759 Miami, FL, US, 33131 Madison, WI, US Edina, MN, US, 55435 New York, NY, US, 10017 Scottsdale, AZ, US, 85256 Irvine, CA, US, 92618 Salt Lake City, UT, US Philadelphia, PA, US Tempe, AZ, US Schaumburg, IL, US, 60173 Southfield, MI, US, 48075 Boulder, CO, US, 80302 Vienna, VA, US, 22182 US San Diego, CA, US Hillsboro, OR, US, 97124 Tampa, FL, US Phoenix, AZ, US Houston, TX, US, 77024 Edina, MN, US, 55435 Pittsford, NY, US, 14534 Atlanta, GA, US, 30342 Waltham, MA, US, 02451 Wichita, KS, US, 67228 Bellevue, WA, US, 98004 New Orleans, LA, US Addison, TX, US, 75001 Sacramento, CA, US St. Louis, MO, US Los Angeles, CA, US Las Vegas, NV, US, 89118 Cranberry Township, PA, US, 16066 Little Rock, AR, US

Requisition ID:  42162
Job Summary

This is a transformational role within NetApp that will drive our Civilian Sales GTM with Microsoft Azure. This position will be responsible for all aspect of joint selling - partnering, GTM activities, sales enablement, pipeline management, sales opportunity reporting and sales management of NetApp and Microsoft sellers. Not only will this position be responsible for the day-to-day sales leadership, but it will also provide feedback into our product orgs to shape our product vision
Essential Functions:
The role of the Civilian Sales Manager is to align the NetApp GTM strategy with Microsoft’s Azure GTM. This role is primarily responsible for building relationships with Azure stakeholders across the region and acts as the business development entry point to the Microsoft sellers.  This role will also help customers evaluate NetApp’s data management offerings for their applications, recommend solutions that meet their requirements, remove roadblocks to deployment and drive customer satisfaction.  Key responsibilities include:
•    Develop and maintain a sales growth plan that includes mapping to the appropriate Microsoft resources, prospect into Account Team and Specialist Team units to build relationships, manage sales opportunities for NetApp’s data management offerings, create a sales pipeline and deliver a revenue forecast to NetApp Cloud Data Services leadership
•    Disciplined in business-management; adaptable to a culture of accountability; build a strong and active business network; meets sales targets and operational standards. 
•    Build and transform new markets and lead transformational shifts for our customers. Develop, communicate and provide high business impact solutions that enable digital transformation
•    Maintain and develop a positive Customer and Partner Experience (CPE), per the foundational goals and aspirations of Microsoft
Clear communication, status, and leadership will be essential to succeed. As this is an emerging space, the ability to pivot quickly and try new ideas will also be required
Job Requirements

Job Requirements
  • •    Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, and large dollar licensing and deal negotiation 
    •    Experience and expertise selling large cloud deals to senior business decision makers by aligning and reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria 
    •    Ability to solve customer problems with the Azure cloud platform, specifically solutions related to new internal LOB apps and external facing apps, migration to cloud, Hybrid cloud, datacenter infrastructure modernization, DevOps/DevTest along with knowledge of enterprise and competitive cloud solutions
    •    Clear and demonstrated understanding of Cloud Services or SaaS sales and consumption processes
    •    Success in previous roles selling through or with partners and joint GTM efforts
    •    Clear and demonstrated understanding of the various capabilities of Azure Marketing and GTM Channels
    •    Ability to work in a fluid environment and possess a creative mindset for new forms of storage consumption/pricing models
    •    Proven ability to work collaboratively and be open to direct feedback
    •    Develop and grow a sales opportunity pipeline and manage a collaborative sales campaign
    •    Ability to define an operationalize a plan within an established company
    •    Be able to articulate a business case for the established direction/investment in this space

-10+ years demonstrated sales leadership success, leading high-growth, emerging businesses a plus.
-Demonstrated success in building and developing high performance teams.
-Broad company & business experience, especially in go-to-market roles
-Proven success managing a diversified business, global responsibility a plus.
-A Bachelor of Arts or Sciences Degree in Electrical Engineer or Computer Science; or related field is required. A Graduate Degree is desired.
Location: US /open 
Must be a US Citizen. Experience with Federal Civilian sales is a requirement 

Nearest Major Market: Austin

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