Title:  Commercial Territory BDM UK & France, DACH Regions

Job Summary

A hybrid inside sales role within the Territory Commercial Sector. 

Commercial Territory Rep Role Description

As a Commercial Territory Representative, you will be responsible for collaborating with Channel Partners (Distributors, Value Added Resellers, and System Integrators) to manage sales activity within an assigned territory in NetApp’s commercial account segment. The primary responsibility of this role will be to develop and manage a pipeline of sales opportunities with Partners in an assigned territory and drive continued collaboration and communication on these opportunities. You will primarily work together with the Partners to “sell-through” the NetApp products on their own, but will also attend Customer meetings with Partners for the largest deals. You will also be required to build a focused partner network, where you will maintain a close working relationship with them. You will also be required to engage in activities generating net new business into the Territory Commercial Accounts, working with your Marketing team and Partner & Distribution teams. Additional responsibilities may include creating awareness and demand for NetApp products and services as well as finding, generating, and developing new Partners. Social Selling will be a large part of your on-going Netapp awareness building programme into customers and partners.

Key Responsibilities

• Develop, manage, and grow a pipeline of sales opportunities with key Channel Partners within an assigned territory to expand sales revenues
• Nurture partner relationships to improve communication, collaboration, and accountability within opportunities, coordinating with additional support resources as needed
• Provide product expertise and serve as a liaison between Partners and sales support teams to identify strategies to grow accounts with new products and services
• Collaborate with Partners, support sales requests, and manage co-selling activities
• Enable Partner sales and technical teams in line with Partner compliance requirements and Go-to-Market strategy, in conjunction with NetApp Channel Development Manager
• Focus on maintaining a Partner portfolio in the territory that will deliver maximum results: quality of Partners over quantity of Partners
• Delivers NetApp strategy, vision, and messaging to Partner sales and technical teams

Job Requirements

• Excellent verbal and written communications skills, presentation skills, customer service, and negotiation skills
• Working knowledge of the storage and cloud infrastructure landscape
• Strong understanding of the Channel Sales landscape in a distributed environment
• Broad exposure to a variety of storage and cloud technologies/concepts
• Self-starter who is comfortable working independently and in a team environment
• Highly organized with the ability to work collaboratively with colleagues within departments and across functions 
• Ability to work collaboratively with employees within department and across functions.
• Aptitude for understanding how technology products and solutions solve business problems. 
• Ability to convey information clearly and provide analysis as needed to help customer/partner make buying decisions

Responsibility & Interactions

Responsibility:  

• Is responsible for a specific geographical install base and a net new accounts with the Country.
• Is responsible for a yearly Quota
• Maintain a high level of engagement with focused partners and distributors.
• To have a full understanding to NetApp’s business plan and go-to-market strategy.

Interaction: 

• This individual effectively works with, and influences internal personnel within the function, employees in other functions that support the sales effort.
• Regular 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 & Experience

• 2 to 4 years of overall experience is preferred and ideally in a sales environment.
• Experience within IT environment is required.
• Educated at University Degree Level.
• Knowledge of the Vendor/Partner/Distribution landscape extremely beneficial.