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Title:  Technical Account Manager

Location: 

Greenwood Village, CO, US, 80111

Requisition ID:  32196

 

Are you data-driven?  We at NetApp believe in the transformative power of data – to expand customer touchpoints, to foster greater innovation, and to optimize operations.  We are designed for simplicity, optimized to protect, created to embrace future opportunity, and open to enrich choice.  We are the data authority for hybrid cloud, and we are helping our customers realize the full potential of their data.

 

We’ve built a Data Fabric for a data-driven world – to simplify and integrate data management across the resources that are best for the business.  With the Data Fabric, our customers can harness the power of cloud data services, build cloud infrastructures, and modernize storage through data management.

 

By modernizing storage through data management, customers can upgrade infrastructure to bring modern data services to existing applications. Only NetApp can help organizations free the resources necessary to fund transformation by deploying the industry’s leading flash storage solution, which is highly efficient and scalable in both data center and cloud environments.

Job Summary

Technical Account Manager (TAM) is an integral member of NetApp’s global account team. The TAM significantly contributes to build and manage the strongest possible relationship with the assigned accounts especially on the CIO level and towards technical influencers. The TAM is responsible for NetApp’s overall global technical strategy within the enterprise accounts focusing on the customer’s application requirements. TAMs proactively drive the accounts technical initiatives and oversee all technical pre-sales activity (presentations, demonstrations, evaluations, etc.) while ensuring that the right expertise is applied where needed.
Key Performance Objectives

  • Technical Account Plan. In collaboration with the Global Enterprise Manager (GEM), and other members of the account team(s), construct a business plan and technical strategy (Technical Account Plan) that will address both the customer needs and NetApp’s account strategy. The plan will be used for both internal and external communication activities and will be refreshed throughout the year. As the global pre-sales technical lead, you will drive the technical team towards timely completion of the plan initiatives.
  • Technical Sales Support. In close coordination with the accounts SEs, other account team’s resources, and other resources within NetApp (engineering, product management, etc.), monitor all key technical sales support activities to ensure that customer needs are being addressed in a proper and timely manner. Ensure that the appropriate processes and resources are utilized. As appropriate, personally drive certain activities.
  • Technical Team Leadership & Coordination. Assure appropriate technical account coverage globally. As needed, facilitate/escalate workload balancing within the virtual team.
  • Technical Information Hub. Build a technical information network to and between the customer contacts and NetApp as well as solution partners. Utilize NetApp’s application infrastructure, and other means, for securely sharing and disseminating account information. Establish/coordinate regular recurring interactive external and internal communications e.g. for the account user community at various levels and for the global SE team. Drive the development of an account specific case study database.
Job Requirements

As the technical sales leader on focus accounts, you will lead and develop technical strategy to increase penetration and solidify defense within the accounts.

  • Responsible for Customer Advocacy within NetApp, and exerts influence on the business, solution, and product direction of NetApp.
  • Bring customer industry knowledge to bear assessing a customer’s needs, qualifying opportunities, and to handle customer objections at all levels. Stay abreast of customer news, industry technology, trends, and the competition.
  • Successful experience in building long term personal relationships with senior level enterprise customers.
  • Comprehensive positioning of NetApp products and solutions and the ability to qualify, pitch, integrate, and demonstrate all NetApp products, as well as partner solutions. Ability to present all NetApp technologies/solutions, architect and validate complete NetApp and partner solutions, discuss general business value, and provide consultative selling approach at the E-M-O levels.
  • Communicate NetApp’s overall technical vision and product direction.
  • Thorough understanding of competitive solutions with the ability to compare and contrast NetApp solutions with current storage industry and alternative vendor trends.
  • Build strong network and communication routes for the customer into Engineering and Product Marketing /Management.
  • Build strong relationship with influential partners (Partner Leverage).
  • Drive global consistency, teaming and integration of all SE activities within the accounts.
  • Advocate and promote Professional Services resources into the accounts.
  • Build internal network; Worldwide Sales/Area/Regional/Local Resources, Tech Marketing, Product Marketing, Partners and Engineering, and act as trusted advisor to customer technical team.
  • Develop internal customer champions by providing them with NetApp TCO/ROI information.
  • Influence to NetApp’s benefits and drive/coordinate teams relating to RFP/RFI responses.
  • Ownership of all aspects of onsite evaluations and proofs of concept.
  • Identify and influence the improvement of key business processes across NetApp.
  • Assist with the ongoing improvement and evolution of global account(s) programs.
  • Drive overall global consistency, teaming, and integration of all SE activities within the accounts.
  • Periodically, assist in technical post-sales escalations for assigned customer.
  • Build plan to drive regular EBC attendance for key customer contacts to provide product presentations and education to small or large customer groups.
  • Demonstrate leadership and provide mentoring for other technical team members.
Education

Typically requires a minimum of 12 years of related experience with a Bachelor’s degree; or 8 years and a Master’s degree; or a PhD with 5 years experience; or equivalent experience.

 

So get ready to tap into the data visionary within, and join us as we accelerate digital transformation and empower our customers to change the world with data!

 

If you ask a NetApp employee why they work here, the answer is inevitably the same: the people. At NetApp, our culture is at the heart of what we do. We place importance in trust, integrity, teamwork, and caring above all else. NetApp is a place where people are empowered to make a difference. Empowered to innovate. Empowered to collaborate. Empowered to help ourselves and others be data-driven and change the world. We take care of each other, our customers, our partners, and our communities simply because it’s the right thing to do.

 

We work hard but also recognize the importance of work-life balance for our employees because what’s important to them is important to us!  Recently we implemented Family First, which encourages employees to take paid time off to bond with a new child (through birth or adoption) or to care for a family member with a serious health condition.  Our volunteer time off program is best in class, offering employees 40 hours of paid time off per year to donate their time with their favorite organizations.  We provide comprehensive medical, dental, wellness and vision plans for you and your family.  We offer educational assistance, legal services, and access to discounts and fitness centers. We also offer financial savings programs to help you plan for your future.  

 

Join us and see what empowerment can do. 

 

 

Equal Opportunity Employer Minorities/Women/Vets/Disabled


Nearest Major Market: Denver

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