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"At NetApp, we fully embrace and advance a diverse, inclusive global workforce with a culture of belonging that leverages the backgrounds and perspectives of all employees, customers, partners, and communities to foster a higher-performing organization." -George Kurian, CEO
Job Summary
As a Sales Representative (Higher Education) in NetApp's SLED sales function, you are responsible for selling NetApp's Products, Solutions, Data Services, and Support to state agencies and departments within California as well as maintaining positive ongoing relationships to meet evolving customer needs. The specific focus for this role will be Higher Education.
As a subject-matter expert in Higher Education, your overall focus areas will be prospecting, developing business opportunities, creating proposals for presentations to customers, and booking business for NetApp. Cross-functional teams from NetApp's Storage, Systems & Software; Cloud Infrastructure; and Cloud Data Services business units provide support and tools for you to leverage to attain and exceed sales performance goals. You will utilize your excellent relationship-building, negotiating, and advanced value selling/business outcome-led discussion techniques to be successful in this role.
Job Requirements
The primary responsibilities of the Sales Representatives are to work directly with public sector customers, prospects, and partners to sell NetApp products and services. Specific areas of responsibility include:
- Relationship management techniques to develop selling opportunities within the executive-level leadership of institutions of all types and sizes including private colleges and universities, public colleges and universities, and community colleges
- Schedule and attend sales meetings with customers, NetApp sales team members, and reselling partners
- Have discussions with varying levels and buyer profiles (Chief Information Officer, Chief Data Officers, Infrastructure Chiefs, Cloud Architect, Application Developer, etc.)
- Utilize advanced value selling and business outcome lead methodologies. Demonstrate NetApp value and differentiation, understand the full business purpose
- Align internally and externally with what matters most to NetApp’s Customers; Position NetApp’s strengths and capture Customer mindshare by articulating solution value and differentiation – aligned to business initiatives, and Differentiate NetApp’s unique business value and capture Customer preference
- Discuss business issues with the customer, develop formal quotes, written sales proposals, and sales presentations addressing their “business needs”
- Build and strengthen your business relationship with existing and new customers and ensure that their needs are met
- Provide status information to your Manager including forecast/pipeline information
- Strong verbal and written communication skills, including presentation skills
- Ability to work collaboratively with employees within the department and cross-functional
- Aptitude for understanding how technology products and solutions solve business problems
- Ability to convey information clearly and provide analysis as needed to help the customer make buying decisions
- Maintain updated selling activity notes in NetApp’s customer resource management system, and accurately forecast business opportunities
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, enterprise/public sector accounts
- This individual effectively works and influences internal peer and senior personnel that support sales efforts, external partners, and customer direct relationships
- Limited management supervision and direction are provided since this individual operates and drives results independently
- The ideal candidate is a subject matter expert, can understand how our solutions help customers meet their business needs, and can strongly influence team decisions and initiatives
- Applicant should have a strong track record of selling complex solutions into the Higher Education space
Education & Experience
- Typically requires a minimum of 8 years of related experience with a Bachelor’s degree.
Did you know…Statistics show women apply to jobs only when they’re 100% qualified. But no one is 100% qualified. We encourage you to shift the trend and apply anyway! We look forward to hearing from you.
Why NetApp?
In a world full of generalists, NetApp is a specialist. No one knows how to elevate the world’s biggest clouds like NetApp. We are data-driven and empowered to innovate. Trust, integrity, and teamwork all combine to make a difference for our customers, partners, and communities.
We expect a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time off per year to volunteer with their favorite organizations. We provide comprehensive medical, dental, wellness, and vision plans for you and your family. We offer educational assistance, legal services, and access to discounts. We also offer financial savings programs to help you plan for your future.
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