Services Account Executive

The individual for this role will be assigned to large, complex, high visibility, strategic, or tactically important accounts. They will Work independently. Interfaces with all levels of management negotiating and influencing to build consensus. Presents programs internally and externally. The Work is focused on operational plans in support of strategic goals.. The role will be responsible for :

• Responsible for achievement of services targets as described in the Services Sales Compensation Plan.Responsible for achieving locally (Geo) assigned P/L objectives and targets which typically include, but not be limited to:
  • services bookings
  • services revenue
  • gross and contribution margin $/% targets.
• Management of services sales pipeline.
• Drive the closure of all commit deals.
• Deliver accurate monthly services bookings/PL forecast.
• Manage attach rates.
• Ensure timely and successful delivery of all services engagements.
• At the discretion of the Geo VP, be responsible for
  • Execution of the staffing strategy of our services delivery workforce
  • Managing resource mix between FTEs, CDPs, GSDC and delivery partners to achieve PL objectives.
• Drive the execution of the services strategy
• Participate in the quarterly business review (QBR)
• Participate in the annual business planning and Annual Operating Plan (AOP) process.

Assigned to large, complex, high visibility, strategic , or tactically important accounts.
Works independently. Interfaces with all levels of management negotiating and influencing to build consensus. Presents programs internally and externally. Work is focused on operational plans in support of strategic goals.

• Responsible for understanding highly complex requirements for NetApp customers.
• Lead in creating multi-modal NetApp services solutions.
• Articulate methodology, technical scope and pricing.
• Able to drive deal closure.
• Possess a strong understanding of customer requirements.
• Provide leading solutions through leveraging full NetApp PS portfolio, including consumption and subscription models.
• Be expert in ability to articulate and position value-add commercial models.
• Have an in-depth knowledge of professional services.
• Be able to articulate the value proposition of NetApp professional services solutions.
• Develop detailed solutions that includes scope of work, level of effort, financial, technical, and legal components.
• Work with account teams.
• Build relationships with IT executives and senior management, key decision makers, and technology influencers.

• Demonstrated services sales and account management experience.
• Ability to liaise with customers at all levels
• Demonstrated experience selling at the customer executive level (preferably in the high-tech industry).
• Excellent time management skills.
• Ability to take account ownership.
• Good analytical capabilities.
• Excellent verbal and written communication skills.
• Excellent presentation skills.
• Demonstrated track record of strong achievement against quota.
• Specialist in advanced sales, technical, business skills.
• Ability to develop and cultivate lasting customer relationships.

8 -10 years of demonstrated services sales and account management experience.