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Job Summary
As a District Manager Enterprise Sales, you will manage all sales activities within the defined District for NetApp Products and Professional Services. This challenging and high-visibility position provides leadership, management oversight, and mentors Sales Representatives. You will develop long-term strategies and shorter-term plans to meet aggressive revenue goals. You must be extremely results-driven, customer-focused, and skilled at building internal relationships and external partnerships. You will also be engaged in cross-regional strategic programs.
Your Role
1. Provide management oversight to Sales Representatives within the District to drive all pertinent issues related to sales strategy and goal attainment.
2. Participate in strategic planning sessions with the sales management team on a quarterly and annual basis.
3. Communicate Corporate Strategy to the Sales Representatives within your District.
4. Lead the change initiatives for your team by translating strategic initiatives into action plans to achieve visible results.
5. Work with other strategic initiative owners, local and global, to implement their initiatives in the team and promote interactions.
6. Act as a team member in the management team to make the transformation process a shared effort.
7. Plan and direct activities including planning and implementing forecasts, marketing program development, relationship development, and customer satisfaction.
8. Establish short-term and long-term goals and quotas in line with corporate objectives.
9. Identify needed resources for supporting sales strategy and develop a proposed budget for Senior Management review.
10. Anticipate challenges in reaching set goals and develop contingency plans.
11. Identify and qualify important Enterprise sales opportunities at the management level.
12. Review management plans with other District Managers on a regular basis.
13. Act as coach, mentor, and educator to all Sales Representatives within your District.
14. Select, develop, and evaluate personnel to ensure departmental goals are met.
15. Keep senior management informed of key issues and changes which may impact expected business results.
16. Assume responsibility for results, including costs, methods, and staffing.
Management and Interaction
Management:
1. This individual uses their management and technical skills to develop, modify, and execute company policies that affect operations.
2. The scope of responsibility includes implementing strategic policies and establishing budgets, schedules, work plans, and performance requirements.
3. This individual manages the coordination of activities of a District, with full responsibility for oversight in terms of costs, methods, and staffing.
4. May act as an advisor or subject matter expert.
5. Sets revenue targets and ensures targets are met.
Interaction:
1. This level of manager successfully manages Sales Representatives and checks work against objectives set.
2. This individual must effectively work with and influence senior managers through executive-level employees, functional peers, and/or major customers.
3. The interactions require strong people skills, such as negotiating with customers or management.
4. Acts in a leadership role within the function and across functions.
5. Receives Senior Management review of objectives to determine success.
Your Profile
1. Strong verbal and written communication skills, including presentation skills.
2. Strong relationship-building and negotiating skills.
3. Ability to work collaboratively with functional peers across functions including Marketing, Sales Operations, System Engineering, Customer Support, and Product Development.
4. Strong understanding of storage technologies and competitive offerings in the marketplace.
5. Experience with target account selling, solution selling, and/or consultative sales techniques.
6. An aptitude for understanding how technology products and solutions solve business problems.
7. Experience as a Sales Representative with a track record of exceeding assigned sales quotas in contiguous, multiple years.
8. Demonstrated experience working with Channel/Sales organizations and technical teams.
9. Experience with developing budgets and predicting project costs.
10. A demonstrated ability to manage professional-level employees.
Education
1. A minimum of 8 years of sales experience as a Sales Rep and 3-5 years as a People Manager is required.
2. A Bachelor of Science Degree in Engineering or Computer Science; or equivalent experience is required.
3. A Master of Science Degree in Engineering, or an MBA is desirable.
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