Job Summary

NetApp is looking for an ANZ Sales Specialist 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.

While this is an individual contributor role, it will report directly to the ANZ Area Vice President and be part of their extended leadership team.  

Job Requirements

To ensure your success as a Keystone Sales Specialist, you need to be collaborative and passionate about the as-a-service model with previous customer facing experience.

In your role, you will be responsible for articulating the value of a pay-as-you-grow managed service model. You will co-sell with NetApp Client Executives and articulate the end-to-end Keystone sales engagement through to closure. You will build and maintain relationships with all internal NetApp stakeholders, as well as participating partners, helping them understand the Keystone offering so they are able to assist you in identifying new opportunities.

Responsibilities

• Collaborate with Account 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 ANZ

Experience required

•  Multi year customer experience in as-a-service or leasing offerings
• Proficient grasp of positioning the value of different consumption models to enterprise 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 customers.
• 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