Pre Sales Technical Lead - NetApp

Pre Sales Technical Lead - NetApp

Job Purpose:

The purpose of this position is for this resource to manage and coordinate all NetApp pre-sales and post-sales (where appropriate) technical information and requirements associated with sale and implementation of NetApp products. The goal is to accelerate the nationwide development of technical expertise, increase revenue and build the success of NetApp products and services specifically focused on: NetApp FAS, NetApp V-Series and NetApp software.

This resource would manage and perform pre-sales and post-sales business development activities for all offices nationally. Success will be based upon gross margin impact, successful deadline achievement, successful achievement of high customer satisfaction and ability to effectively drive all engagements with internal and external customers.
Job Responsibilities:

Build:

• Awareness for NetApp FAS, NetApp V-Series, NetApp software.
• Support regional webinars & event seminars between ePlus / NetApp
• Drive sales revenue to ePlus on NetApp technologies
• Enable technical readiness, training and development on NetApp solutions internally
• Build competence and technical readiness on NetApp technology within ePlus (NetApp product roadmaps, beta software and training on cutting edge NetApp technology) Formalize sales engagement process and readiness on NetApp solutions and increase joint ePlus led wins
• Present and validate the business case (ROI, TCO)solution for key decision makers
• Create "Proof-Of-Concepts" solutions that are repeatable/re-deployable for customers
• Become the domain expert and act as a technical Sales / Business Development resource for all ePlus field sales to utilize
• Promote utilization of the NetApp solution stack to expand account base penetration and broaden our solutions footprint with new clients
• Work with the ePlus sales force to position ePlus' technical capabilities and professional services. The goal is to enable our 7 key offices and 200+ sales executives
• Plan and ensure completion of career certification and sales training for self, SEs, Telesales, and the general sales force

Mature:

• Manage Lead-to-Opportunity Reg life cycle
• Work with ePlus / NetApp sales rep to get deals registered
• Increase overall number of deal registrations for NetApp
• Develop systematic approach to follow up and report on all leads including leads from:
  • Sales reps
  • Regional campaigns
  • Webinars/Seminars
  • BDM's
• Act as first line of response for sales inquiries to fully qualify customers' interest, evaluate the customers' business and technical requirements, recommend appropriate solutions, and secure closed revenue through NetApp product sales booked through ePlus
• Coordinate and perform white board presentations/software demonstrations to senior level executives
• Create and provide technical documents applicable to sales opportunities
• Engage with sales daily to conduct joint sales calls
  
  

Close:

• Track deal activity to closure
• Build and drive repeatable enterprise consulting / design methodologies and best practices
• Participate in Quarterly Performance Reviews with NetApp, NetApp partner events and meetings as specified.
• Establish access and relationships to executive management at target prospects and clients
• Provide leadership to build repeatable processes and sales skills in order to provide quality and cost effective solution sales deliverables
  
  

Job Knowledge/Skills:

• Bachelors degree or equivalent work experience strongly preferred
• Hunter, self-starter, high energy, passionate, healthy sense of urgency
• Strong prospecting, sales and negotiation skills
• Minimum of 5+ years of solution sales experience with technology services
• Consultative problem solver. ''Actively listens''. Understands the needs and business problems in order to uncover potential value points of offering
• Can multi-task, prioritize, and juggle to serve multiple clients during same timeframe
• Gains access to managers and executives with desired level of decision-making authority
• Demonstrates a high level of responsiveness to the customer to enlist trust and build credibility
• Strong interpersonal, teaming, leadership, creativity, influencing, problem solving, and conflict resolution skills required
• Experience selling integrated solutions within the technology industry desired
• Excellent verbal and written communication skills and presentation skills
• Must have strong analytical skills in order to solve complex and unusual technical and business situations
• Must have excellent interpersonal skills, specifically the ability to communicate and interact effectively with all staffing levels
• Must be self-motivated and capable of working independently
• Must be able to maintain planning and organization across multiple projects
• Must have the ability to exercise independent judgment in order to manage varied complex projects from inception through completion
• Must have the ability to learn quickly and comprehend many technical and business concepts
• Must be able to travel at least 50% to represent ePlus by meeting customers and vendors
  
  

Education and Experience:

• BA/BS degree / experience in related field preferred
• 3-5+ years of architecting and implementing technology solutions
• 3-5+ years experience with Desktop and Virtualization technologies, i.e. Citrix & Microsoft & VMware