Title:  Keystone Sales Specialist

Job Summary

NetApp is looking for a superstar 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.
This is an opportunity to be a part of a rapidly growing, agile, start-up minded team, focused on driving growth across both NetApp’s existing customer base and new customers. We expect Keystone to be the cornerstone of growth in our Hybrid-Cloud business moving forward.
 

Job Requirements

To ensure your success as a Keystone Sales Specialist, you need to be an ambitious, confident, and self-motivated individual, with previous sales or SE experience or another customer facing role. You need to be passionate about innovative technology, modern pay-as-you-go commercial models and articulating value to customers and prospects.
In your role, you will lead sales engagements and be responsible for articulating the value of a pay-as-you-grow managed service model that bridges the customer’s journey into the cloud. You will partner with NetApp Client Executives and lead the end-to-end Keystone sales process through deal closure. You will be required to hunt for, and qualify, new opportunities in your assigned territory. You will build and maintain relationships with all NetApp Client Executives in your assigned territory, helping them understand the Keystone offering so they are able to assist in identifying new opportunities in their customer base.
In addition, we are also looking for:
•    A multi-disciplined team player, who is passionate about selling, and additionally wants to participate in the design and development of the future go-to-market process.
•    Someone with a strong desire to grow professionally, the ability to adapt to an ever-changing environment, and is willing to learn and adopt new sales approaches as required.
Responsibilities
•    Work 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, and externally

•   Business level proficiency in Japanese.

Education

•    2+ years of experience in sales of as-as-service or leasing offerings
•    4+ years of experience working with customers in a pre-sales or post-sales role
•    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