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 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
* Provide management oversight to Sales Representatives within the district to drive all pertinent issues related to sales strategy and goal attainment.
* Participate in strategic planning sessions with the sales management team on a quarterly and annual basis.
* Communicate Corporate Strategy to the Sales Representatives within your district.
* Lead the change initiatives for the team by translating the strategic initiatives via action plans to visible results.
* Work with other strategic initiative owners, both local and global, to implement their initiatives in the team and promote interactions.
* Act as a team member in the management team in making the transformation process a shared effort.
* Plan and direct activities including planning and implementing forecasts, marketing program development, relationship development, and customer satisfaction.
* Establish short-term and long-term goals and quotas in line with corporate objectives.
* Identify needed resources for supporting sales strategy and develop a proposed budget for Senior Management review.
* Anticipate challenges in reaching set goals and develop contingency plans – Create a new business plan.
* Identify and qualify important Enterprise sales opportunities at the management level.
* Review management plans with other District Managers regularly.
* Act as coach, mentor, and educator to all Sales Representatives within your district.
* Select, develop, and evaluate personnel to ensure departmental goals are met.
* Keep senior management informed of key issues and changes which may impact expected business results.
* Assume responsibility for results, including costs, methods, and staffing.
Management and Interaction
Management:
* Develop, modify, and execute company policies that affect operations and may have a company-wide effect.
* The scope of responsibility includes implementing strategic policies and establishing budgets, schedules, work plans, and performance requirements.
* Manage the coordination of activities in a district, with full responsibility for oversight in terms of costs, methods, and staffing.
* May act as an advisor or subject matter expert.
* Set revenue targets and ensure they are met.
Interaction:
* Successfully manage Sales Representatives with management direction including checking work against objectives set.
* Work effectively and influence senior managers through executive-level employees, functional peers, and/or major customers.
* Engage in interactions requiring strong people skills, such as negotiating with customers or management, or attempting to influence senior-level leaders regarding organizational matters.
* Act in a leadership role within the function and across functions.
* Receive Senior Management review of objectives to determine success.
Your Profile
* Strong verbal and written communication skills, including presentation skills.
* Strong relationship building and negotiating skills.
* Ability to work collaboratively with functional peers across functions including Marketing, Sales Operations, System Engineering, Customer Support, and Product Development.
* Strong understanding of storage technologies and competitive offerings in the marketplace.
* Experience with target account selling, solution selling, and/or consultative sales techniques.
* An aptitude for understanding how technology products and solutions solve business problems.
* Experience as a Sales Representative with a track record of exceeding assigned sales quotas in contiguous, multiple years.
* Demonstrated experience working with Channel/Sales organizations and technical teams.
* Experience with developing budgets and predicting project costs.
* A demonstrated ability to manage professional-level employees.
Education
* A minimum of 8 years of sales experience as a Sales Representative and 3-5 years as a People Manager is required.
* A Bachelor of Science Degree in Engineering or Computer Science, or equivalent experience, is required.
* A Master of Science Degree in Engineering, or an MBA is desirable.
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