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Title:  Professional Serivces Sales - Solution Principal

Location:  USA - California - Sunnyvale Headquarters
Requisition ID:  1391

Job Summary

The Solution Principal in our Professional Services Sales domain is responsible for positioning and selling Professional Services (PS) Solutions within the California Bay area or Greater Los Angeles area. The position requires skills articulating the value proposition of NetApp’s Professional Services solutions as well as building out the detailed solution that includes level of effort, financial, technical, and any legal components. By working with account teams, the Solution Principal will build relationships with IT executives, key decision makers, and technology influencers to translate their business issues into solutions NetApp can architect and implement.

Job Requirements

Must Have Skills to be successful in this role:

  • Strong customer-facing skills and services sales background are the minimum requirements in order to be successful in this role.
  • Ability to scope and develop level-of-effort for services
  • Consistent achievement of sales quota
  • Experience selling storage and data management services and solutions
  • Experience using Enterprise CRM applications for opportunity lifecycle management
  • Excellent verbal, presentation and written skills. 
  • Ability to manage workload and activity to achieve and exceed quarterly Professional Services sales targets.
  • Technical background sufficient to understand the technologies and identify risks
  • Ability to translate customer business issues and needs into NetApp Architecture and Professional Services solutions.


This position will need to be skilled and savvy in the following areas:

  • Pre-sales positioning, sizing, scoping and crafting of deals. (Roughly 75% of the time will be spent in these activities)
  • Building and influencing relationships with Sales Reps, Systems Engineers and Clients.
  • Digital Transformation; cloud and hybrid cloud data management services and solutions
  • Facilitation of consulting-led workshops
  • Achieving trusted adviser work status with the account team and customers.
  • Understanding sales and account strategies and positioning NetApp’s Professional Services to deliver a total solution.
  • Managing complex consulting service pursuits throughout the sales engagement lifecycle
  • Capturing business requirements, critical success factors, internal capabilities, timelines, and solution components to successfully position projects/programs 
  • Leveraging technical consultants to craft solutions accurately. 
  • Creating and delivering the compelling value proposition for consulting services as part of a total NetApp solution
  • Accountable for accuracy of sizing and scoping of Professional Services deals. 
  • Working with Professional Services Delivery to transition detailed SOW, engagement expectations, key business contacts, stakeholders and key elements of the sold services. 
  • Negotiation, creation of statement of works; proposal/deal review process, including presentation of the business case for management approval
  • Participation in account planning sessions and the subsequent development of and updates to the services strategy
  • Delivering a quarterly booking target and forecasting accurately.

Travel Requirements - Assumed to be approximately 30%-40%


Typically requires a minimum of 10 years of related experience with a Bachelor’s degree; or 8 years and a Master’s degree.

  • 5+ years of Professional Services Sales experience required; Data Management and Managed Services sales experience a plus
  • Proven experience interacting at all levels of an organization, and presenting solutions at an Executive level 
  • Proven ability to translate very complex data management solutions or strategies into simple to understand clear concepts and objectives for project execution.
  • Experience with selling cloud, cloud-connected or hybrid-cloud data management services a strong plus. 
  • Experience with positioning and selling automation and API integration services a strong plus.


Posting Detail

Equal Opportunity Employer Minorities/Women/Vets/Disabled.

Job Segment: Consulting, Data Management, CRM, Pre-Sales, Sales, Technology, Data