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Title:  Senior Solution Sales Engineer (Global Accounts) Hybrid Cloud

Location: 

Kirchheim bei Munchen, DE, 85551

Requisition ID:  38321
Job Summary

Job Summary:

 

As a Solutions Sales Engineer in NetApp´s new innovative Cloud Infrastructure Business Unit, you will use consultative solution selling skills to drive and close complex sales campaigns into strategic accounts for NetApp.  NetApp is approach the fast growing hyperconverged systems (HCI) market and builds a dedicated, focused sales organization to enable companies to build their private cloud platform, get a higher automation and simplify their datacenter planning & operations. This team is setup as a startup within NetApp with access to enterprise resources and market access.

 

You will be fully responsible for the sale of the focused portfolio around HCI, SolidFire and services, delivering against monthly and quarterly sales objectives.  Collaborating with a team of systems and consulting engineers, financial solutions and other specialists, you’ll represent NetApp to prospects, customers and partners.  You will be responsible for attainment of bookings goals benefiting from an uncapped commission structure with accelerators for overachievement.

Using a consultative solution selling approach you will help customers architect next generation datacenter environments and build their private and hybrid cloud platforms. To be successful, you will apply your industry solutions knowledge, talent, tenacious relationship building and partnering, to deliver truly differentiate and successful outcomes to our customers.

 

Responsibilities:

 

The essential responsibilities of the Cloud Infrastructure Sales Representative are to build relationships that cultivate enterprise sales opportunities and generate revenue in a given territory of accounts that meets monthly, quarterly and annual bookings. Specifically, you will:

 

Own Business Development and Sales:  Drive strategic sales campaigns, positioning NetApp’s business and operational differentiation value at a technical and business level. Perform discovery to understand key business issues and communicate how NetApp products and services address key business requirements.

 

Build and Develop Key Relationships:  Develop and maintain strong executive, decision maker, influencer and line-of-business relationships with both business and technical contacts.

 

Partner and Collaborate:  Team with NetApp’s strategic alliance, channel and systems integrators to develop and deliver highly success technology and business outcomes for our customers.  

 

Prospect & Plan:  Spend 25% of your time prospecting inside the account. Consistently educate partners and customers with the use of internal and external resources.

Qualify & Analyze:  Lead and develop account strategies using customers’ growth plans, budget, and project timelines.


Propose & Close:  Always be leading the customer to a decision. Be able to navigate the complexity of multi-million-dollar deals, submit and present the customer with a finalized proposal with solutions, justifications, and expected results to overcome objections and win the business with maximum revenue/margin at closure.


Manage a Pipeline:  Utilize our SAP CRM system to manage all aspects of your business including contacts, account planning, forecasting and committing business.

 

 

Job Requirements

Education

•    A minimum of 8+ years of experience with 3 years as a people mgr.
•    A Bachelor of Arts or Sciences Degree in Electrical Engineering or Computer Science, or equivalent experience is required; a Graduate Degree is preferred.
•    Experience which demonstrates a significant level of expertise in technical specifications required to sell NetApp cloud products and services is required.
•    Specialized knowledge of public cloud technologies and architectures (Azure a plus)

 

 Your profile:

 

8+ years of proven IT solutions and software sales experience serving large enterprise accounts. Ability to develop and deliver complex proposal with associated business cases.

 

 

Communication: Excellent verbal and written communication skills in German and English with equally strong listening and qualification skills.

 

Personal Attributes: A highly motivated, “refuse to lose”, leader and self-starter to lead a sales campaign from idea to close. Candidate must be self-directed with the ability to collaborate and influence other across the extended team. Mature and positive attitude with a passion for demonstrating business value to clients and partners in a technology environment.

 

Collaboration: Extensive work in team-based environments utilizing technical and business resources to support customers’ objectives and win business.

 

Critical Thinking: The ability to think “outside the box” developing business, operational and financial solutions and solving complex customer challenges.

 

Technical/Functional Skills: Understanding of current enterprise IT technology especially, storage, data management, dev-ops, cloud, digital transformation strategies, and hybrid IT. Apply consultative solution selling skills to understand business drivers, map out solutions, and present technical and functional business value.

 

Location: Preferably living in Stuttgart / Munich area

Education

Typically requires a minimum of 8 years of related experience with a Bachelor’s degree; or 6 years and a Master’s degree or equivalent experience.


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