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Title:  Sales Manager HCI / Solidfire (m/f)

Location:  GERMANY
Requisition ID:  13464

Job Summary

As a District Sales Manager in NetApp´s new innovative Cloud Infrastructure Business Unit, you will manage all sales activities for the new Cloud Infrastructure team to drive and close complex sales campaigns into strategic accounts for NetApp.

NetApp is approaching the fast growing hyper-converged 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. 

Job Requirements

- Run a sales team in our internal startup around HCI.
- You own the execution, setting direction, motivation of your team. You are setting the priorities, provide open feedback, share learnings quickly and push the limits.
- As a leader you also connect to management in customers and partners to drive execution.
- In your role you are also very active in acquiring new customers with our solution. It’s not selling the product, it’s understanding the customers priorities and strategy and then align with our proposed solution.
- You setup and run a high performing environment with your team. This includes a disciplined execution of cold calling, acting quickly on leads, getting qualified offers to our customers withing 24 hrs, meeting the expectation of customer appointments per week.
- You are also the coach and mentor for your team. Develop the individuals to their strength, empower the team, be a trusted leader that delivers on what he expects as well

- Provide management oversight to Account Managers within the District to drive all pertinent issues related to sales strategy and goal attainment.
- Participate in strategic planning sessions with the sales management team on a quarterly and annual basis.
- Communicate Corporate Strategy to the Account Managers within your District.
- Lead the change initiatives for the own team by translating the strategic initiatives via action plans to visible results.
- Work with other strategic initiative owners, local and global, to implement their initiatives in the team and promote the interactions.
- Act as a team member in the management team in making the transformation process a shared effort. Assigned strategic initiatives go across boundaries of the own team and responsibility needs to be taken to implement and support these full heartedly as others depend on this for the success of their teams as vice versa this is true for the own team
- Plan and direct activities including planning and implementing forecasts, marketing program development, relationship development and customer satisfaction.
- Establish short-term and long-term goals and quotas in line with corporate objectives.
- Identify needed resources for supporting sales strategy and develop a proposed budget for Senior Management review.
- Anticipate challenges in reaching set goals and develop contingency plans – Create new business plan.
- Identify and qualify important Enterprise sales opportunities at the management level.
- Review management plans with other District Managers on a regular basis.
- Act as coach, mentor and educator to all Account Managers within your District.
- Select, develop, and evaluate personnel to ensure departmental goals are met.
- Keep senior management informed of key issues and changes which may impact expected business results.
- Assume responsibility for result, including costs, methods and staffing.

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

Education

Proven Sales Management Track Record:  Proven experience in successfully managing a territory of enterprise accounts and 3-5 years as a People Manager is required.

Communication: Excellent verbal and written communication skills 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.

 
Education: Bachelor’s degree or equivalent. Master’s degree in business and/or engineering is a plus.


Experience: 8+ years of proven IT software sales management experience serving large enterprise accounts. Ability to develop and deliver complex proposal with associated business cases.  Understand the market dynamics, change of expectation and business models.

ABOUT NETAPP

 

NetApp is the data authority for hybrid cloud. We provide a full range of hybrid cloud data services that simplify management of applications and data across cloud and on-premises environments to accelerate digital transformation. Together with our partners, we empower global organizations to unleash the full potential of their data to expand customer touchpoints, foster greater innovation and optimize their operations.

 

NetApp Data Fabric simplifies and integrates data management across cloud and on-premises to accelerate digital transformation. It delivers consistent and integrated data management services and applications for data visibility and insights, data access and control, and data protection and security. And unleashes the power of data to achieve a new competitive advantage.


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