• Pursuit Business Dev Mgr Jobs in United States Of America - 23845891

  • Netapp India Pvt Ltd
  • United States Of America, Usa
  • Save Job
  • 15 - 18 Years
  • Posted : 29 days ago

Job Description:

Title Pursuit Business Dev Mgr

Location US

Requisition ID 34055

Are you data-driven We at NetApp believe in the transformative power of data to expand customer touchpoints, to foster greater innovation, and to optimize operations We are designed for simplicity, optimized to protect, created to embrace future opportunity, and open to enrich choice We are the data authority for hybrid cloud, and we are helping our customers realize the full potential of their data

Weve built a Data Fabric for a data-driven world to simplify and integrate data management across the resources that are best for the business With the Data Fabric, our customers can harness the power of cloud data services, build cloud infrastructures, and modernize storage through data management

Job Summary

Healthcare Focused BDM

Senior sales position with a specific focus on the Healthcare Vertical, responsible for selling and negotiating complex IT and business solutions to drive NetApp revenue at strategic global enterprise clients (Fortune 500)
Leads a core pursuit team (eg, technical, financial, legal) and assembles/manages virtual extended engagement teams (eg, sales, engineering, consulting, channel)
Manages large opportunities through the sales cycle (identify, validate, qualify, close) including communications with, and gaining approvals from, NetApp executives
Serves as opportunity primary focal point and owner creates win strategy; defines client IT and business requirements; participates in complex solution development; leads negotiations for proposed scope, solution, pricing and commercial terms
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) by proactively identifying client business objectives, priorities, capabilities and critical success factors
Manages key third-party relationships as required (eg, NetApp channel and service delivery partners, client service providers and consultants/advisors, financing)
Accountable for economically managing sales engagement scope, cost, schedule and quality; empowered to make go/no-go decisions on behalf of the company
Transitions closed deals to NetApp sales and delivery teams for implementation; books final NetApp pro forma P&L with NetApp Finance
Key NetApp Relationships and Collaborative Dependencies
Sales account planning, opportunity management, client relationship management
Systems Engineering client architectural requirements and NetApp product solutions
Professional Services client operational requirements and NetApp services solutions
Finance client TCO/ROI, pricing, financing, financial terms, revenue recognition
Legal commercial terms (eg, master agreement, schedules, attachments, exhibits)
Channel sales/delivery go to market partner participation, revenue/cost/risk share
Corporate product management, solutions enablement, engineering, executive

Example Pursuit Team Sales Engagement Work Deliverables
NetApp/Internal - sales (revenue forecasts, opportunity plans, relationship coverage plans), technical (client requirements documents, infrastructure analysis, solution diagrams and documents, risk log), financial (cost models, price models, NetApp P&L), legal (term sheets), and other (project plans, deal reviews)
Client/External - client presentations and proposals, financial models (base case/TCO, investment and savings/ROI), contract documents and redlines
Key Individual Measurements
Business - revenue attainment, transaction profitability, sales funnel development, win ratio, client relationship management and satisfaction, expense management

Job Requirements

An extraordinary team leader and astute business person with exceptional business insight and outstanding judgment; executive presentation skills/boardroom presence
15 years experience selling large enterprise IT/data center solutions with average deal size greater than $10 million, storage/data management solutions (preferred)
Executive understanding of IT industry, history/trends, key players, leading products, systems integration, and data center operational best practices
Familiar with storage/data management companies (eg, EMC, IBM, HP, HDS, Dell, Isilon, 3PAR, Symantec) and IT players (eg, Microsoft, Oracle, SAP, Cisco, VMware)
Experience with IT managed services providers (eg, IBM, HP/EDS, Accenture, CSC, ACS)
Track record building trusted advisor relationships with VP and C-level clients
Large account management sales experience, including global exposure (Europe, Asia)
Effectively forecasts and manages sales opportunities through the sales cycle
Mastery of the complex sale discovery (vision, objectives, hypothesis for value add), problem diagnosis (inefficiency/performance gap, financial impact, stakeholders, assumptions), solution design (expectations, alternatives, decision criteria, investment level/timing, consensus), and proposal delivery (transition, transformation, steady state)


Typically requires a minimum of 12 years of related experience with a Bachelors degree; or 8 years and a Masters degree; or a PhD with 5 years experience; or equivalent experience

So get ready to tap into the data visionary within, and join us as we accelerate digital transformation and empower our customers to change the world with data!

If you ask a NetApp employee why they work here, the answer is inevitably the same the people At NetApp, our culture is at the heart of what we do We place importance in trust, integrity, teamwork, and caring above all else NetApp is a place where people are empowered to make a difference Empowered to innovate Empowered to collaborate Empowered to help ourselves and others be data-driven and change the world We take care of each other, our customers, our partners, and our communities simply because its the right thing to do

We work hard but also recognize the importance of work-life balance for our employees because whats important to them is important to us! Recently we implemented Family First, which encourages employees to take paid time off to bond with a new child (through birth or adoption) or to care for a family member with a serious health condition Our volunteer time off program is best in class, offering employees 40 hours of paid time off per year to donate their time with their favorite organizations We provide comprehensive medical, dental, wellness and vision plans for you and your family We offer educational assistance, legal services, and access to discounts and fitness centers We also offer financial savings programs to help you plan for your future

Profile Summary:

Employment Type : Full Time
Eligibility : Any Graduate
Industry : Software Services, IT-Software
Functional Area : Accounting/Tax/Company Secretary/Audit
Role : Audit & Risk
Salary : As per Industry Standards
Deadline : 18th Apr 2020

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