Title:  Sales Business Dev Mgr - BFSI & IT/ITES

Location: 

Mumbai, IN, 400051

Requisition ID:  62442

Job Summary

This is a Senior sales position responsible for selling and negotiating complex IT and business solutions to drive NetApp revenue at  strategic global enterprise clients (Fortune 500).The Focus Verticals would be BFSI and IT/ITES. Other responsibilities include :

  • Leads a core “pursuit” team (e.g., technical, financial, legal) and assembles/manages virtual extended engagement teams (e.g., sales, engineering, consulting, channel)
  • 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

Job Requirements

  • An extraordinary team leader and astute business person with exceptional business insight and outstanding judgment; executive presentation skills/boardroom presence   
  • Experience selling to Large enterprise IT/data center solutions with average deal size greater than $5 million
  • Experience in selling to BFSI / IT&ITES customers preferred.
  • Executive understanding of IT industry, history/trends, key players, leading products, systems integration, and data center operational best practices
  • Familiar with storage/data management companies (e.g., EMC, IBM, HP, HDS, Dell, Isilon, 3PAR, Symantec) and IT players (e.g., Microsoft, Oracle, SAP, Cisco, VMware)
  • Experience with IT managed services providers (e.g., IBM, HP/EDS, Accenture, CSC, ACS)
  • Track record building trusted advisor relationships with VP and C-level clients  
  • Large account management sales experience, including global exposure (Europe, Asia)
  • Effectively forecasts and manages sales opportunities through the sales cycle 
  • Mastery of the complex sale:  discovery (vision, objectives, hypothesis for value add), problem diagnosis (inefficiency/performance gap, financial impact, stakeholders, assumptions), solution design (expectations, alternatives, decision criteria, investment level/timing, consensus), and proposal delivery (transition, transformation, steady state)
  • Strong grasp of finance and accounting, experience building/reviewing financial models 
  • Fluent with IT legal documents and standard commercial terms, expert negotiator
  • Experience leading multiple project teams with dedicated and virtual shared resources

Education

  • 15+ years experience selling to 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


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