Pursuit Business Dev Manager (FSI) at NetApp in New York, New York

Job Description:

Job Summary

• Senior federal sales position responsible for selling and negotiating complex IT and business solutions to drive NetApp revenue at strategic Federal System Integrators.


• Leads a core "pursuit" team (e.g., technical, financial, legal) and assembles/manages virtual extended engagement teams (e.g., sales, engineering, consulting, channel, Federal System Integrators,..).


• Manages large strategic opportunities through the sales cycle (identity, validate, qualify) including communications with, and gaining approvals from, NetApp executives.


• Serves as opportunity primary focal point andconsultant; creates win strategy; defines client IT and business requirements; participates in complex solution development; leadsand/or supportsnegotiations for proposed scope, solution, pricing, and commercial terms.


• Demonstrates a clear consultative vision and understanding of the client's business, strategy, organization, culture, and compelling strategic and tactical reasons to act.


• Creates unique and compelling value propositions so customer decision-makers clearly grasp the short and long-term business and financial value of a NetApp relationship.


• Builds trusted advisor relationships with senior clients (VP and C-level)at the Federal System Integratorsby proactively identifying the clientand/or FSIbusiness objectives, priorities, capabilities, and critical success factors,


• Coordinates executive meetings and briefings for the FSI's,.


• Accountable for economically managing sales engagement scope, cost, schedule, and quality;a lead consultant and key focaltohelpmake "go/no-go" decisions on behalf of the company.


• Transitions / collaborates tactical sales motion to NetApp sales and delivery teams for implementation.

Interaction:

• This individual effectively works with, and influences senior internal personnel within the function, employees in other functions that support the sales effort, and has direct customer contact.


• Limited management supervision and direction are provided since this individual operates and drives results independently.


• The ideal candidate is a subject matter expert within the government /intelligence businessand strongly influences sales team decisions and initiatives. May also act as a team leader and major decision maker for team projects.
  
  

Job Requirements

• Excellent verbal and written communications skills; presentation, customer service, business, and negotiation skills.


• Must have experience and a deep understanding of the complexities of Federal Programs.


• High energy with the capability to multi-task in a dynamic, rapidly growing organization.


• Demonstrated success with a network of relationships with key Systems Integrators and program identification.


• Ability to travel within assigned region, working closely with District Managers, Sales Representatives,andchannel partners. Occasional travel outside of the region required.


• Strong interpersonal and collaboration skills.


• Ability to manage priorities and deadlines.


• A thorough understanding of go-to-market strategies including account segmentation, products, marketing strategies, etc.


• Broad exposure to a variety of technologies/concepts in a distributed environment.


• Demonstrates a clear consultative vision and understanding of the client's and partner's business, strategy, organization, culture, and compelling strategic and tactical reasons to act.


• Creates unique and compelling value propositions so customers and partners (i.e. systems integrator & Service Providers) decision-makers clearly grasp the short and long-term business and financial value of a NetApp relationship.


• Builds trusted advisor relationships with senior executives (VP and C-level) by proactively identifying client business objectives, priorities, capabilities, and critical success factors.


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  Active TS/SCIclearance preferred
  
  

Education

8 to 12 years of experience is desired with a proven track record selling in the Governmentintelligencevertical.

A University degree is required; a Graduate Degree is preferred.

Experience which demonstrates a significant level of expertise in technical specifications required to sell NetApp products and services is required.