Title: Senior Client Executive
Location:
Vancouver, British Columbia, CA, V5Y 3C9
Requisition ID: 130854
Job Summary
As a Client Executive in NetApp Canada’s Enterprise team, you are responsible for selling NetApp's Products and Professional Services to new and existing NetApp customers, as well as maintaining positive ongoing relationships to meet evolving customer needs.
Your overall focus areas will be in prospecting, developing opportunities, creating proposals for presentations to customers, and booking business for NetApp. This will include working with Cross-functional teams from NetApp's Storage, Systems & Software, Cloud Infrastructure, and Cloud Data Services business units. You will utilize your relationship-building, negotiating, and technical skills to be successful in this role.
As a seasoned, experienced professional, with a full understanding of industry practices and company policies and procedures, you will apply experiences and knowledge in solving a wide range of issues in imaginative and practical ways. You will also be responsible for a specific account-based install base within a set of named enterprise accounts both existing and net new.
Essential Functions
1. Use relationship management techniques to develop selling opportunities within existing customer accounts; penetrate new divisions and organizations within assigned accounts; develop new selling relationships within value-added partners
2. Schedule and attend sales call appointments with customers, often in tandem with a NetApp Solutions Engineer (SE).
3. Determine if the customer has a valid need for NetApp products and services
4. Propose an evaluation test project to enable the customer to test products in their own environment
5. Determine acceptance criteria that a customer could use to determine the success of an evaluation test project
6. Utilize a consultative approach, discuss business issues with customers and develop a formal quote, a written sales proposal, or a formal sales presentation addressing their business needs
7. Respond to RFP's and follow up with customers
8. Develop an account management plan to sell to customers based on their business needs
9. Build and strengthen your business relationship with customers within existing accounts
10. Provide status information to your manager including weekly forecast/pipeline information
11. Provide, or facilitate, training opportunities for your accounts
12. Identify NetApp customer references that can be utilized when reference selling
Job Requirements
Candidate must live in the greater Vancouver metropolitan area.
13. 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
14. Aptitude for understanding how NetApp capabilities and solutions solve business problems
15. Strong verbal and written communications skills, including presentation skills and the ability to extrapolate use case requirements to establish success criteria
16. Ability to work collaboratively with employees within the department and across functions
17. Ability to convey information clearly and provide analysis as needed to help customers make buying decisions
18. Have a strong MEDDICC background and a Challenge Sales mindset.
19. Extensive experience using Sales Force.
20. Desire to win!
Education
21. A minimum of 8 years of individual contributor sales experience is preferred.
22. Bachelor’s Degree.
23. Experience that demonstrates a significant level of expertise in technical specifications required to sell NetApp products and services is required.
24. Successful track record of selling into large enterprise accounts as well as acquiring new accounts and workloads.
Compensation:
The target salary range for this position is 317,050 - 410,300 CAD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. The range is based on 'On Target Earnings’ (OTE) representing the total potential earnings, which is the sum of the base salary and potential commission earned when performance targets are achieved. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off (PTO), various Leave options, employee stock purchase plan, and/or restricted stocks (RSU’s). These offerings are subject to regional variations and governed by local laws, regulations, and company policies. We will provide detailed information about the specific benefits for your region during the recruitment process.
Job Segment: Outside Sales, Relationship Manager, Testing, Pre-Sales, RFP, Sales, Customer Service, Technology