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Title:  Channel Sales Representative

Location: 

Uxbridge, GB, UB948F

Requisition ID:  32757

 

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.

 

By modernizing storage through data management, customers can upgrade infrastructure to bring modern data services to existing applications. Only NetApp can help organizations free the resources necessary to fund transformation by deploying the industry’s leading flash storage solution, which is highly efficient and scalable in both data center and cloud environments.

Job Summary

As a Channel Sales Representative, you are responsible for selling NetApp's Products and Professional Services through Channel Partners and directly to customers in Enterprise Organizations in an assigned geographic area. Your ability to penetrate new divisions and organizations within your assigned accounts, and develop new accounts is essential to your being successful in this role. Cross-functional teams from NetApp's Marketing, Systems Engineering and Product Development functions provide support and tools for you to leverage to attain and exceed sales performance goals

The essential responsibilities of the Channel Sales Representatives are to work directly with customers to capture sales opportunities, and to work effectively across functions with other NetApp employees. Your focus is on a single identified channel partner (50%) and new Enterprise clients (50%). 

  • Use relationship management techniques to develop selling opportunities within partner organizations; penetrate new divisions and organizations within assigned partner account; develop new selling relationships within assigned partner account; develop new direct selling opportunities.
  • Schedule and attend sales call appointments with a prospect in partner organization. NetApp Channel Partner Representatives may also participate in the sales call to help qualify the opportunity. 
  • Utilizing a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs. 
  • Respond to RFP's and follow up with customer.
  • Develop an account management plan to sell to customer based on their business need.
  • Build and strengthen your business relationship with existing accounts or new prospects.
  • Recommend marketing strategies.
  • Provide status information to your Manager including forecast/pipeline information. 
  • Provide, or facilitate training opportunities for your accounts.
  • Identify NetApp customer references that can be utilized when reference selling.
  • Provide mentorship and support to more junior Channel Sales Representatives.
Job Requirements
  • Competent in engaging at C-level
  • Strong verbal and written communications skills including presentation skills.
  • Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development. 
  • Experience with target account selling, solution selling, and/or consultative sales techniques
  • An aptitude for understanding how technology products and solutions solve business problems. 
  • Ability to communicate with senior managers about their business challenges and NetApp data management storage solutions.
  • Experience using contact management software.
  • Track record of exceeding assigned sales quotas in contiguous, multiple years. 

 

Responsibility and Interaction:
 

  • As a seasoned professional with a wide range of experiences, this individual uses professional concepts and company objectives to resolve complex issues in creative and effective ways.
  • Is responsible for a specific geographical install base and large, complex, high visibility, strategic, or tactically important accounts. 

 

Interaction: 

  • This individual effectively works with, and influences senior internal personnel within the function, employees in other functions that support the sales effort, and has direct customer contact. 
  • Limited management supervision and direction is provided since this individual operates and drives results independently.
  • The ideal candidate is a subject matter expert and strongly influences sales team decisions and initiatives. May also act as a team leader and major decision maker for team projects.
Education
  • 8 to12 years of experience is preferred. 
  • Experience which demonstrates a strong level of expertise in technical specifications required to sell NetApp products and services is required

 

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.

 

Join us and see what empowerment can do.


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