NetApp, Inc.
Senior Solutions Engineer
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Job Summary
Our Solutions Engineering (Presales SE) Org’ is a driving force within NetApp UK sales account teams. The Presales SE significantly contributes to build and manage the strongest possible relationship with technical peers in key enterprise customer accounts. The SE proactively drives technical initiatives, oversees all pre-sales activity (presentations, demonstrations, sizing, etc) while ensuring the right expertise from a supporting cast of NetApp specialist is applied where needed.
Role
As the technical lead on focused accounts, you will:
- Develop the strategy to increase penetration into UK Enterprise customer targets across a mixture of verticals.
- Influence and support the channel ‘route-to-market’ working with peer technologists at partner resellers & service-integrators hand-in-glove.
- Play a pivotal role in ensuring holistic delivery to clients, by understanding customer’s needs, creating and articulating solutions to the buying centres.
- Regularly demonstrate the value of newer emerging technologies that supports customer transformation - whilst also strengthening existing business avenues.
- Actively identify new sales opportunities that build pipeline, develop technical solutions to meet customers’ needs and requirements, work through the fiscal campaign to then develop, close and win on sustained pipeline.
- Operate technical excellence and discipline at all times, tuning & refining solutions to maximize revenue as well as being the technical authority on final solution proposals.
- Constantly innovate and think quickly on your feet to bring new ideas to the table across your accounts and develop customer centric objectives into NetApp rounded solutions.
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Job Requirements
- Excellent communications skills, presenting in either small round-table events or to larger audiences.
- Strong understanding of modern technologies and competitive offerings in the marketplace, including (but not limited to); infrastructure data storage, virtualisation, cloud, cloud-native, finops, devops, AI, data-protection & recovery.
- Exhibits advanced wide-ranging experience, using in-depth professional knowledge, acumen, concepts and company objectives to develop, resolve and deliver complex customer and business outcomes.
- Able to build strong financial and commercial arguments for TCO and procurement methods.
- Experience with target account selling, solution selling, and/or consultative sales techniques.
- Understand how technology products and solutions solve business problems and able to provide solutions to complex technical issues in creative and effective ways.
- Able to work across customer disciplines and to bring these together to strengthen the position for NetApp solutions.
- Ability to organically build, and own, firm business relationships with customer technical buyers and influencers.
- Develop ‘technical account plans’ that set out strategic and tactical initiatives to deliver customer outcomes as well driving significant sales pipeline.
- Written and verbal excellence ensuring all customer literature & proposals are fine tuned.
- Works well as part of a collaborative team but is also independent to work in a close partnership with aligned sales-executive(s).
- Able to independently resolve most blockers and major issues proactively.
- Ability to travel to customer & partner sites for face-to-face engagement(s) around London, UK and infrequent international travel.
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Education
- Minimum of 10 years of experience in field pre-sales, technical consulting, professional services role.
- Expertise and/or qualification in data storage and data management solutions, including backup and recovery, disaster recovery, cloud storage, and data analytics.
- Prior Industry experience working for or with global data-storage vendor, service providers, partners or customers.
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