Title:  Government Sales

Job Summary

This is a Senior sales position responsible for selling and negotiating complex IT and business solutions to drive NetApp revenue at Large Govt Projects . Other responsibilities include :
•    Manages Large and Mega opportunities through the sales cycle (identify, validate, qualify, close) including communications with, and gaining approvals from, NetApp executives
•    Serves as opportunity primary focal point and owner:  creates win strategy; defines client IT and business requirements; participates in complex solution development; leads negotiations for proposed scope, solution, pricing and commercial terms
•    Demonstrates a clear consultative vision and understanding of the client’s business, strategy, organization, culture, and compelling strategic and tactical reasons to act
•    Creates unique and compelling value propositions so customer decision-makers clearly grasp the short and long-term business and financial value of a NetApp relationship
•    Builds trusted advisor relationships with senior clients (VP and C-level) by proactively identifying client business objectives, priorities, capabilities and critical success factors 
•    Manages key third-party relationships as required (e.g., NetApp channel and service delivery partners, client service providers and consultants/advisors, financing)
•    Accountable for economically managing sales engagement scope, cost, schedule and quality; empowered to make “go/no-go” decisions on behalf of the company
•    Transitions closed deals to NetApp sales and delivery teams for implementation; books final NetApp pro forma P&L with NetApp Finance

Key Relationship management

• Key NetApp Relationships and Collaborative Dependencies

• Sales – account planning, opportunity management, client relationship management
• Systems Engineering – client architectural requirements and NetApp product solutions
• Professional Services – client operational requirements and NetApp services solutions
• Finance – client TCO/ROI, pricing, financing, financial terms, revenue recognition
• Legal – commercial terms (e.g., master agreement, schedules, attachments, exhibits)
• Channel –  sales/delivery go to market partner participation, revenue/cost/risk share
• Corporate – product management, solutions enablement, engineering, executive 

• Example Pursuit Team Sales Engagement Work Deliverables

• NetApp/Internal - sales (revenue forecasts, opportunity plans, relationship coverage plans), technical (client requirements documents, infrastructure analysis, solution diagrams and documents, risk log), financial (cost models, price models, NetApp P&L), legal (term sheets), and other (project plans, deal reviews)
• Client/External - client presentations and proposals, financial models (base case/TCO, investment and savings/ROI), contract documents and redlines

• Key Individual Measurements

• Business - revenue attainment, transaction profitability, sales funnel development, win ratio, client relationship management and satisfaction, expense management

Education

• 11+ years experience selling to Govt and Large enterprise IT/data center solutions with average deal size greater than $5 million, storage/data management solutions (preferred)
• Bachelor’s Degree, Master’s Degree in Business/Management (preferred)
• Willing to travel 3-5 days per week as necessary