Professional Services Business Development Manager at NetApp in Chicago, IL

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Description

Job Summary

Overview

Who are we?

NetApp is the data authority for hybrid cloud. We provide a full range of hybrid cloud data services that simplify management of applications and data across cloud and on-premises environments to accelerate digital transformation. Together with our partners, we empower global organizations to unleash the full potential of their data to expand customer touchpoints, foster greater innovation and optimize their operations.NetApp Professional Services provides our customers with award-winning, leading edge services and solutions for every aspect of the customer lifecycle, to help our customers realize their desired business outcomes.   NetApp Professional Services employs data management experts in more than eighty countries that understand our customer's needs and help to make their hybrid cloud journey a reality.

Job Summary  (locations Schaumburg IL, Southfield, MI  or Dallas  TX)
The Solution Principal in our Professional Services Sales domain is responsible for positioning and selling Professional Services (PS) Solutions to enterprise customers within the Central Sales area.  
The position requires skills articulating the value proposition of NetApp's Professional Services solutions using company products, outsourced technology solutions and/or proprietary tools/techniques as well as building out the detailed solution that includes level of effort, financial, technical, and any legal components. 
By working with account teams, the Solution Principal will build relationships with IT executives, key decision makers, and technology influencers to translate their business issues into solutions NetApp can architect and implement.  Success is based on meeting/exceeding a quarterly bookings target with prescribed margins.
This Solution Principal role will be focused on driving new business in the Global 100 and Acquire spaces in the Central Region.  
This individual will also work with leadership of our key offerings to further develop and improve NetApp's services to meet the needs of our largest customers. This includes the Managed Services line of business and Consulting Workshops

Job Requirements

Job Requirements
Must Have Skills to be successful in this role:
Strong customer-facing skills and services sales background are the minimum requirements in order to be successful in this role.
Ability to scope and develop level-of-effort for services
Consistent achievement of sales quota
Experience selling cloud and data management services and solutions
Experience using Enterprise CRM applications for opportunity lifecycle management
Excellent verbal, presentation and written skills
Ability to manage workload and activity to achieve and exceed quarterly Professional Services sales targets.
Technical background sufficient to understand the technologies and identify risks
Ability to translate customer business issues and needs into NetApp Architecture and Professional Services solutions.
Familiarity with NetApp's key Professional Services offerings 
Ability to work in partnership with peer Solution Principals in the Central territory throughout the sales cycle
 
Key responsibilities
Pre-sales positioning, sizing, scoping and crafting of deals. (Roughly 75% of the time will be spent in these activities)
Building and influencing relationships with District Managers, Sales Reps, Systems Engineers and Clients.

Digital Transformation; cloud and hybrid cloud data management services and solutions
Facilitation of consulting-led workshops
Teaming with NetApp Product Sales and Systems Engineering groups to create services solutions and develop business within the assigned territory
Achieving trusted adviser work status with the account team and customers.
Understanding sales and account strategies and positioning NetApp's Professional Services to deliver a total solution.
Managing complex consulting service pursuits throughout the sales engagement lifecycle
Capturing business requirements, critical success factors, internal capabilities, timelines, and solution components to successfully position projects/programs 
Leveraging NetApp technical consultants to craft solutions accurately 
Creating and delivering the compelling value proposition for consulting services as part of a total NetApp solution
Accountable for accuracy of sizing and scoping of Professional Services deals. 
Responsible for transitioning to Professional Services Delivery the detailed SOW, engagement expectations, key business contacts, stakeholders and key elements of the sold services 
Negotiation, creation of statement of works; proposal/deal review process, including presentation of the business case for management approval
Work with the partner community in the assigned territory to develop robust joint services proposals that compliment NetApp service offerings.
Participation in account planning sessions and the subsequent development of and updates to the services strategy
Manage, track and forecast bookings targets weekly and provide reporting and submission of data to support forecast.
Delivering 100% plus quarterly booking target


Travel Requirements - Assumed to be approximately 40%-50%

Education

Education & Experience:
Typically requires a minimum of 7 years in a direct sales role or related experience with a Bachelor's degree; or 8 years and a Master's degree.
5+ years of Professional Services Sales experience required; Data Management and Managed Services sales experience a plus
Proven experience interacting at all levels of an organization, and presenting solutions at an Executive level 
Proven ability to translate very complex data management solutions or strategies into simple to understand clear concepts and objectives for project execution
Experience with selling cloud, cloud-connected or hybrid-cloud data management services a strong plus
Experience with positioning and selling automation and API integration services a strong plus
Experience working with Fortune 100 accounts is strongly recommended

Equal Opportunity Employer Minorities/Women/Vets/Disabled.

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