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Title:  Business Development Manager


Research Triangle Park, NC, US, 27709

Requisition ID:  43441


Are you data-driven?  We at NetApp believe in the transformative power of data – to expand customer touchpoints, to foster greater innovation, and to optimize operations.  We are designed for simplicity, optimized to protect, created to embrace future opportunity, and open to enrich choice.  We are the data authority for hybrid cloud, and we are helping our customers realize the full potential of their data.


We’ve built a Data Fabric for a data-driven world – to simplify and integrate data management across the resources that are best for the business.  With the Data Fabric, our customers can harness the power of cloud data services, build cloud infrastructures, and modernize storage through data management.

Job Summary

Healthcare Focused BDM

• Senior sales position with a specific focus on the Healthcare Vertical, responsible for selling and negotiating complex IT and business solutions to drive NetApp revenue at strategic global enterprise clients (Fortune 500)
• 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 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
• 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 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


Job Requirements

• An extraordinary team leader and astute business person with exceptional business insight and outstanding judgment; executive presentation skills/boardroom presence
• 15+ years experience selling large enterprise IT/data center solutions with average deal size greater than $10 million, storage/data management solutions (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)


Typically requires a minimum of 12 years of related experience with a Bachelor’s degree; or 8 years and a Master’s degree; or a Combination of Equivalent, Applicable Exp &/or Related Education.


So get ready to tap into the data visionary within, and join us as we accelerate digital transformation and empower our customers to change the world with data!


If you ask a NetApp employee why they work here, the answer is inevitably the same: the people. At NetApp, our culture is at the heart of what we do. We place importance in trust, integrity, teamwork, and caring above all else. NetApp is a place where people are empowered to make a difference. Empowered to innovate. Empowered to collaborate. Empowered to help ourselves and others be data-driven and change the world. We take care of each other, our customers, our partners, and our communities simply because it’s the right thing to do.


We work hard but also recognize the importance of work-life balance for our employees because what’s important to them is important to us!  Recently we implemented Family First, which encourages employees to take paid time off to bond with a new child (through birth or adoption) or to care for a family member with a serious health condition.  Our volunteer time off program is best in class, offering employees 40 hours of paid time off per year to donate their time with their favorite organizations.  We provide comprehensive medical, dental, wellness and vision plans for you and your family.  We offer educational assistance, legal services, and access to discounts and fitness centers. We also offer financial savings programs to help you plan for your future.  


Join us and see what empowerment can do. 



Equal Opportunity Employer Minorities/Women/Vets/Disabled

Nearest Major Market: Durham
Nearest Secondary Market: Raleigh

Job Segment: Business Development, Medical, Engineer, ERP, Sales, Healthcare, Engineering, Technology