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Title:  Sr Director, Renewals Sales

Location: 

Sunnyvale, CA, US, 94089

Requisition ID:  38601

 

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

As the Senior Director of Worldwide Renewals Sales, you will be responsible for all renewal sales activities within select regions for NetApp.  This challenging position provides leadership and management oversight to Renewal Sales Managers and Leadership. You will develop long-term strategies and shorter-term plans to meet assigned revenue and annual contract value bookings goals.  You must be results driven, customer focused, tech-savvy, and skilled at building internal relationships and external partnerships. 

Essential functions:

  •  Provide direct management oversight to a group of Field Renewal Sales Managers and the Inside Renewal Sales organization to drive all pertinent issues related to renewal sales strategy and goal attainment
  •  Conduct regular opportunity reviews with Renewal Sales leaders, developing deal strategy, prioritizing key accounts and maximizing revenue
  •  Lead quarterly business reviews specific to renewals
  •  Foster a close working relationship with regional and district sales managers, channel managers and partners, Geo sales leaders and the renewals product team.
  •  Review challenging accounts where the renewal is at risk and develop risk mitigation strategies.
  •  Articulate the value of NetApp support and support offerings and assist Renewal Sales in catering value propositions to specific customer scenarios.
  •  Support Renewal Sales Representatives in complex negotiations.
  •  Plan and direct activities around relationship development and customer satisfaction.
  •  Establish short-term and long-term goals and quotas in line with corporate objectives
  •  Act as coach, mentor and educator to all Renewal Sales leaders.
  •  Select, develop, and evaluate personnel to ensure departmental goals are met.
  •  Keep senior management informed of key issues and changes which may impact expected business results.
  •  Assume responsibility for results, including costs, methods and staffing and, most importantly, revenue.
     
Job Requirements
  •  Ability to develop successful relationships with external customers, understanding customer needs for support renewals and advising them on the best offering
  •  Strong verbal and written communications skills, including presentation skills
  •  Strong relationship building and negotiating skills
  •  Anticipate and drives change; both strategic and operational.
  •  Ability to work collaboratively with functional peers across functions including Sales, Marketing, Sales Operations, System Engineering, Customer Support, and Product Development
  •  Experience with target account selling, solution selling, and/or consultative sales techniques
  •  An aptitude for understanding and articulating how technology products and solutions solve business problems
  •  Experience as a Sales Leader of field sales and inside sales organizations with a track record of exceeding assigned sales quotas in contiguous, multiple years
  •  Demonstrated experience working with Sales organizations and technical teams
  •  Experience with developing budgets and predicting project costs
  •  A demonstrated ability to manage professional level employees and managers
  •  Sales tools savvy, familiar with the latest sales tools and how to optimize their usage to maximize sales’ productivity
     
Education
  •  Bachelor of Science in Engineering or Computer Science; or equivalent experience is required. A Master of Science Degree in Engineering or an MBA is desirable
  •  10+  years in sales management roles is required with experience in leading both field and inside sales teams and working with channel partners.
  •  8+  years of B2B tech sales experience required, HW/ SW support sales and renewal experience preferred
     

 

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: San Jose
Nearest Secondary Market: Palo Alto

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