Title: ANZ Solutions Sales Specialist

Location:

North Sydney, NSW, AU, 2060

Requisition ID: 126888

About NetApp

NetApp is the intelligent data infrastructure company, turning a world of disruption into opportunity for every customer. No matter the data type, workload or environment, we help our customers identify and realize new business possibilities. And it all starts with our people.

If this sounds like something you want to be part of, NetApp is the place for you. You can help bring new ideas to life, approaching each challenge with fresh eyes. We embrace diversity and openness because it's in our DNA. Of course, you won't be doing it alone. At NetApp, we're all about asking for help when we need it, collaborating with others, and partnering across the organization - and beyond.

"At NetApp, we fully embrace and advance a diverse, inclusive global workforce with a culture of belonging that leverages the backgrounds and perspectives of all employees, customers, partners, and communities to foster a higher performing organization."-George Kurian, CEO

Job Summary

NetApp is looking for an ANZ Sales Specialist to drive growth in its Keystone offering, NetApp’s Storage-as-a-Service solution. Keystone is a pay-as-you-grow, subscription-based service that delivers a seamless hybrid cloud experience for customers who prefer an OpEx consumption model over a CapEx or leasing model. By removing the IT burdens of managing storage infrastructures, customers can better align storage costs to business needs, accelerate time to value, and focus on core business operations by managing outcomes.

While this is an individual contributor role, it will report directly to the ANZ Area Vice President and be part of their extended leadership team.  

Job Requirements

To ensure your success as a Keystone Sales Specialist, you need to be collaborative and passionate about the as-a-service model with previous customer facing experience.

In your role, you will be responsible for articulating the value of a pay-as-you-grow managed service model. You will co-sell with NetApp Client Executives and articulate the end-to-end Keystone sales engagement through to closure. You will build and maintain relationships with all internal NetApp stakeholders, as well as participating partners, helping them understand the Keystone offering so they are able to assist you in identifying new opportunities.

Responsibilities

Collaborate with Account Executives to prospect, qualify, and develop a robust sales pipeline to meet new logo and revenue bookings targets.
Conduct discovery and execute the sales process to determine the scope of the customers’ Storage-as-a-Service needs.
Communicate the value of Keystone to C-level executives, procurement, and other senior enterprise decision-makers.
Timely and accurate updating of CRM customer information, forecasts, and pipeline data to ensure the generation of accurate territory and management reports.
Accelerate customer adoption.
Manage contract negotiations.
Serve as an evangelist for Keystone within NetApp ANZ

Experience required

 Multi year customer experience in as-a-service or leasing offerings
Proficient grasp of positioning the value of different consumption models to enterprise customers, outlining how they can capture additional benefit by adjusting their purchase model (OpEx vs CapEx).
Solid understanding of the as-a-service market landscape and the management services specifics. Ability to position the NetApp advantage with customers.
Excellent communication and presentation skills, with the ability to communicate technical value into business benefit
Ability to manage numerous engagements simultaneously and work with various sales personnel across organizations and time-zones

Equal Opportunity Employer:

NetApp is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, and any protected classification.

Did you know...

Statistics show women apply to jobs only when they're 100% qualified. But no one is 100% qualified. We encourage you to shift the trend and apply anyway! We look forward to hearing from you.

Why NetApp?

We are all about helping customers turn challenges into business opportunity. It starts with bringing new thinking to age-old problems, like how to use data most effectively to run better - but also to innovate. We tailor our approach to the customer's unique needs with a combination of fresh thinking and proven approaches.

We enable a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time off each year to volunteer with their favourite organizations. We provide comprehensive benefits, including health care, life and accident plans, emotional support resources for you and your family, legal services, and financial savings programs to help you plan for your future. We support professional and personal growth through educational assistance and provide access to various discounts and perks to enhance your overall quality of life.

If you want to help us build knowledge and solve big problems, let's talk.