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Title:  GTP Account Manager

Location: 

Uxbridge, GB, UB948F

Requisition ID:  53151

 

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 GTP Account Manager, you are responsible for selling NetApp's portfolio through your nominated GTP Partner(s) and to customers in Enterprise Organisations in the UK/I. Your ability to penetrate new divisions and organisations within your assigned accounts, and develop new accounts is essential to your being successful in this role. Cross-functional teams such as NetApp's EMEA GTP Team, Systems Engineering and Capital Solutions functions provide support and tools for you to leverage to attain and exceed sales performance goals.

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.

Primary Functions

Revenue generation and management

  • Account planning and account interlock with NetApp UK/I Sales Districts in a targeted and measured manner
  • Drive incremental opportunities for the UK/I business through the GTP Partner(s)
  • Manage pipeline coverage to ensure successful execution of plan

Partnering

  • Be the voice of your Partner(s) within NetApp, advocate and promote their capabilities and services
  • Drive education and enablement into your Partner(s), tracking progress and success

Solutions

  • Embed NetApp IP into your Partner’s GTM
  • Capture case studies and reference wins to scale out further opportunities
Role
  • Develop and deliver on a local partnership plan with a focus on creating new NetApp business within your defined market.
  • Define the areas of focus and value proposition to the market for the partnerships covering sell-to and sell-through activities
  • Create demand generation, joint field sales enablement, and trainings to place more skills and capabilities in the market
  • Build relationships with executive and practice leads, including industry sales teams, to create incremental revenue growth
  • Work with local sales teams to help engage with their partner counterparts; ensure continuous education and awareness to show how we can develop the business together
  • Work closely with the partners' customer base to ensure they are successful using NetApp, making sure they have the technical resources required.
  • Contribute to best practices for networking and maintaining connection points within your GTP partners, including marketing and event campaigns, social media, and executive round table events
  • Serve as an escalation point for your partners and local teams in the country; help identify solutions
  • Create regular communication and visibility for the partnership plan, successes, challenges, and relevant changes to KPIs
  • Attend meetings with Executives and District Managers.
  • Liaison with industry leaders and communicate NetApp’s value proposition to them.
  • Manage partners install base and large, complex, high visibility, strategic, or tactically important accounts.  
  • Work closely with your technical counterpart to understand the technical requirements of our partners and work closely with the internal development team to input into the direction of our product offerings.
  • Provide status information to your Manager including monthly and quarterly forecast / pipeline information. 
  • Understand and exploit the use of internal CRM and other internal NetApp systems
Job Requirements
  • Competent in engaging at C-level with excellent verbal and written communications skills; presentation, customer service, business and negotiation skills.
  • Strong interpersonal and collaboration skills.  
  • Ability to travel within assigned region, working closely with District Managers, Sales Representatives, and GSI Partners.  Occasional travel outside of region required.
  • Experience with target account selling, solution selling, and/or consultative sales techniques
  • A thorough understanding of go-to-market strategies including account segmentation, products, marketing strategies, etc.
  • 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 & 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, and employees in other functions that support the sales effort, and has direct customer contact. 
  • May successfully coordinate significant projects or initiatives across functional groups.
  • 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 with significant interdependencies. 
Education & Experience
  • 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.
  • Specialised knowledge in breadth and/or depth.

 

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.