Keystone Solution Sales Professional - Federal

Job Summary

NetApp is looking for a motivated and knowledgeable sales professional to drive growth in its Keystone offering, NetApp’s Storage-as-a-Service solution. Keystone is a pay-as-you-grow, subscription-based service that delivers a seamless hybrid cloud experience for customers who prefer an OpEx consumption model over a CapEx or leasing model. By removing the IT burdens of managing storage infrastructures, customers can better align storage costs to business needs, accelerate time to value, and focus on core business operations by managing outcomes.

This is an opportunity to be a part of a rapidly growing, agile, start-up minded team, focused on driving growth across both NetApp’s existing customer base and new customers. We expect Keystone to be the cornerstone of growth in our Hybrid-Cloud business moving forward.

Please note: This position requires GSOC certification. Candidates should clearly highlight their GSOC certification and any related qualifications on their resume.

Job Requirements

The Keystone Solution Sales Professional is responsible for seeking and exploring new opportunities with NetApp’s Federal USPS client executives and partner community. In your role, you will lead sales engagements and be responsible for articulating the value of a pay-as-you-grow managed service model that bridges the customer’s journey into the cloud. You will build and maintain relationships with NetApp Federal sales teams and strategic NetApp Federal partners in your assigned territory, helping them understand the Keystone offering so they are able to assist in identifying new opportunities in their customer base

To ensure your success, you need to be an ambitious, confident, and self-motivated individual with previous senior-level sales experience. You need to be passionate about innovative technology, modern pay-as-you-go commercial models, and articulating value to partners, customers, and prospects

In addition, we are also looking for:

• A multi-disciplined team player who is passionate about selling, and additionally wants to participate in the design and development of the future go-to-market process
• Someone with a strong desire to grow professionally, the ability to adapt to an ever-changing environment, and who is willing to learn and adopt new sales approaches as required

Job Responsibilities

• Work with Federal Client Executives to prospect, qualify, and develop a robust sales pipeline to meet new logo and revenue bookings targets
• Conduct discovery and execute the sales process to determine the scope of the customers’ Storage-as-a-Service needs
• Communicate the value of Keystone to C-level executives, procurement, and other senior enterprise decision-makers
• Timely and accurate updating of CRM customer information, forecasts, and pipeline data to ensure the generation of accurate territory and management reports
• Accelerate customer adoption
• Manage contract negotiations
• Serve as an evangelist for Keystone within NetApp, and externally

Education

• US Citizenship required; GSOC Certification
• Typically requires a minimum of 8 years of relevant experience as well as a Bachelor's Degree or equivalent experience
• Four or more years of experience in sales of as-a-Service or leasing offerings
• Seven or more years of experience working with Federal customers in a pre-sales or post-sales role
• Proficient grasp of positioning the value of different consumption models to Federal customers, outlining how they can capture additional benefit by adjusting their purchase model (OpEx vs CapEx)
• Solid understanding of the as-a-service market landscape and the management services specifics
• Ability to position the NetApp advantage with Federal customers to their specific mission objectives
• Excellent communication and presentation skills, with the ability to communicate technical value into business benefit
• Ability to manage numerous engagements simultaneously and work with various sales personnel across organizations and time zones
• Familiarity with various cloud service products and companies like AWS, Google Cloud, and Azure
• Experience working with C-level executives and partners, internally and externally
• Solid understanding of the Federal budgeting, contracting, and procurement process
• Experience driving business through distribution and partners in the federal market

Compensation:
The target salary range for this position is 253,300 - 327,800 USD. 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, 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.