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Title:  Global Account Manager

Location: 

New Delhi, IN, 110025

Requisition ID:  27211

Job Summary

As a Global Account Manager, you are responsible for selling NetApp's Products and Professional Services to a few key Global Account Customers. Your ability to penetrate new divisions and organizations within your assigned accounts is essential to your being successful in this role. Cross-functional teams from NetApp's Marketing, Systems Engineering and Product Development functions provide support and tools for you to leverage to attain and exceed sales performance goals.  

Essential Functions:

The essential responsibilities of the Global Account Manager are to work directly with assigned Global Account Customers to capture sales opportunities; and to work effectively across functions with other NetApp employees.
 

  •  Use relationship management techniques to develop selling opportunities within partner organizations; penetrate new divisions and organizations within assigned partner account; develop new selling relationships within assigned partner account; develop new direct selling opportunities. 
     
  • Schedule and attend sales call appointments with prospects.  
     
  • Other members of the sales team may also participate in the sales call to help qualify the opportunity.
     
  • Determine if the customer has a valid business need for NetApp Products and Professional Services. 
     
  • Build and strengthen your business relationship with existing accounts; follow-up to ensure all of their post-sales needs are being met.
     
  • Recommend marketing strategies.
     
  • Provide status information to your Manager including forecast/pipeline information.
     
  • Provide, or facilitate training opportunities for your accounts.
     
  • Identify NetApp customer references that can be utilized when reference selling. 
     
  • Set & Implement strategies to penetrate into assigned global accounts across APAC
     
  • Working effectively with counterparts in the other regions of the world

Job Requirements

  • Excellent verbal and written communications skills; presentation, customer service, business and negotiation skills.
  • Ability to travel within assigned region up to 40~50%, working closely with District Managers, Sales Representatives, and channel partners. Occasional travel outside of assigned region required.
  • A strong understanding of the sales process and Channel Sales.
  • High energy with the capability to multi-task in a dynamic, rapidly growing organization.
  • A thorough understanding of go-to-market strategies including account segmentation, products, marketing strategies, etc.
  • Broad exposure to a variety of technologies/concepts in a distributed environment.
  • Experience in selling to multiple stakeholders in both various business units and IT
  • Experience in selling solutions used by Hyperscalers, DevOps, Workload, Storage, Enterprise Applications and etc.
  • Comfortable and experienced in dealing with regional clients at the VP Level and above
     

Responsibility and Interaction:

Responsibility:
 

  • As a seasoned professional with a wide range of experiences, this individual uses professional concepts and company objectives to resolve complex issues in creative and effective ways.
  • Is responsible for a specific geographical install base and large, complex, high visibility, strategic, or tactically important accounts.  
     

Interaction:  
 

  • This individual effectively works with, and influences senior internal personnel within the function, employees in other functions that support the sales effort, and has direct customer contact.
  • Limited management supervision and direction is provided since this individual operates and drives results independently.

The ideal candidate is a subject matter expert and strongly influences sales team decisions and initiatives. May also act as a team leader and major decision maker for team projects. 

Education

  • 8 to 12 years of experience is preferred, ideally in the capacity of a Regional Global Account Manager
  • Must be willing to travel up between 40~50% of the time
  • Expertise in the media industry or with hyperscalers is desired
  • A Bachelor of Science Degree in Computer Science, Electrical Engineering, or related field is required; a Graduate Degree is preferred.
  • Experience which demonstrates a significant level of expertise in technical specifications required to sell NetApp products and services is required.
  • Specialized knowledge in breadth and/or depth.


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