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Title:  CIBU Programs Manager

Location: 

Singapore, SG, 039192

Requisition ID:  32755
Job Summary

As the Programs & Business Development lead in NetApp's Cloud Infrastructure Business Unit (CIBU), you are responsible for defining and driving strategic sales promotions & incentives, channel programs and demand generation activities across the Asia Pacific (APAC) region. Defining sales plays for the sales teams to execute that will lead to new conversations with NetApp’s existing customer base as well as targeting net new buyers in our whitespace accounts.Your overall focus areas will be on enabling the sales teams to be effective in prospecting, developing business, responding to RFP's, developing proposals for presentation to customers, and selling Products and Services.Driving cross-functional teams from NetApp's Marketing, Channel, Systems Engineering and Product Development functions to provide support and tools for you to leverage to attain and exceed sales performance goals. You will utilize your excellent relationship building, negotiating and technical skills to be successful in this role.

Essential Functions:

The essential responsibilities of the Programs & Business Development lead are to work directly with customer facing reps to capture sales opportunities and to work effectively across functions with other NetApp employees. Specific areas of responsibility that you will be responsible for include:

  • Use relationship management techniques to develop selling opportunities within existing and new customer accounts to enable the sales teams to penetrate new divisions and organizations within their assigned accounts and develop new selling relationships within assigned partner accounts.
  • Schedule and attend sales call appointments with customers. Other NetApp sales team members may also participate in the sales call to help qualify the opportunity.
  • Utilize Active IQ (AiQ) database to determining if customer has a valid need for NetApp products and services, or to expand existing footprint for CIBU products.
  • Evaluate and implement an evaluation test project to enable the customers to test the product or products in their own environment.
  • Determining acceptance criteria that a customer could use to determine the success of an evaluation test project.
  • Utilizing a consultative approach with the sales teams to help them develop a formal quotations, written sales proposals and sales presentations that effectively highlight how NetApp CIBU products can address their customer’s business needs.
  • Collaborate with the NetApp marketing team to define strategies and campaigns that that will effectively communicate NetApp’s value proposition to its customers and deliver effective demand generation for CIBU products.
  • Provide business status information to your Manager including forecast/pipeline information.
  • Define and facilitate training opportunities for NetApp sales and technical teams
  • Identify and document NetApp customer reference opportunities with the sales teams that can be utilized when reference selling.
Job Requirements
  • Strong oral and written communication skills.
  • Experience in developing programs and processes that directly create customer satisfaction and loyalty.
  • Ability to work collaboratively, and act in a lead role as a subject matter expert, within a team environment to meet aggressive goals and pre-defined measurement criteria.
  • Familiarity with the basic concepts of hardware and software development.
  • Solid understanding of engineering/technical, financial, sales, and marketing processes and objectives, as related to product sales and support.
  • Creative approach to problem solving.
  • Program Management training or demonstrated experience.

Responsibility:

  • The tasks this individual is responsible for are often unstructured, have wide implications and there are multiple outcomes.
  • This individual will apply broad expertise or unique technical/industry knowledge in solving problems that are unique and extremely complex given time, budget and resource constraints.
  • Demonstrate leadership and vision in determining and driving strategy decisions.

Interaction: 

  • This individual must work effectively with Staff to Vice President level employees within the function, across functions and with external parties.
  • Limited supervision is provided, as this individual can operate, drive results, and set priorities independently.
  • The ideal candidate will be a proactive contributor and subject matter expert.
  • To be successful, this individual must demonstrate favorable results through leadership and influencing multiple individuals and groups.
  • Often acts as mentor or facilitator.
Education
  • Experience in driving sales incentives, programs, demand generation and enabling the sales team to achieve their target across APJ
  • Previous experience in a quota-carrying role is an advantage
  • Sound knowledge of cloud infrastructure is a plus
  • A Bachelor of Science Degree in Electrical Engineering or Computer Science, or related field; or equivalent experience is required.
  • Demonstrated ability to have completed multiple, complex sales and technical projects.


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