JOB SUMMARY

As the Manager of Pursuit Business Development, you will utilize strong management/coaching and sales competencies to set objectives and develop strategies for the team. Responsible for leading team Program Capture in the State and Local Government and Higher Education (SLED) customers. You will leverage existing relationships and manage the sales team as they foster new relationships with business unit leaders to understand their unique challenges and to influence their perspective of NetApp solutions. As a Manager, you will develop long-term strategies and shorter-term plans to meet revenue goals.

JOB RESPONSIBILITIES/REQUIREMENTS

Leader of pursuit team (e.g., technical, financial, legal) and assembles/manages virtual extended engagement teams (e.g., sales, engineering, consulting, channel) towards program capture win.
Manages large opportunities through the sales cycle (identity, 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 discussions for proposed scope, solution, pricing, and terms
Demonstrates a clear consultative vision and understanding of the client s and partner s business, strategy, organization, culture, and compelling strategic and tactical reasons to act
Creates unique and compelling value propositions so customer and partners (i.e. systems integrator & Service Providers) decision-makers clearly grasp the short and long-term business and financial value of a NetApp relationship
Builds trusted advisor relationships with senior executives (VP and C-level) by proactively identifying client business objectives, priorities, capabilities, and critical success factors
Manages key third-party relationships that are important to SLED (e.g., NetApp channel and service delivery partners, client service providers and consultants/advisors, financing)

Requirements
You will be experienced in building and leading a dispersed team with both direct and indirect reports and extended team resources.
Success in creating and driving team goals.
Excellent verbal and written communications skills; presentation, customer, business, and negotiation skills.
Ability to travel within assigned region, working closely with District Managers, Sales Representatives, and channel partners. Occasional travel outside of the region is required.
Demonstrated success with a network of the right relationships with key Systems Integrators and Service Providers important to SLED
High energy with the capability to multi-task in a dynamic, rapidly growing organization.
A thorough understanding of go-to-market strategies including account segmentation, products, marketing strategies, etc.
Broad exposure to a variety of technologies/concepts in a distributed environment.
Strong SLED (State, Local Govt & Higher Ed) experience as it relates to developing programs to capture new business.
8 to 10 years of experience is preferred.

EDUCATION

BS/BA degree or equivalent related experience. 10+ years

Equal Opportunity Employer Minorities/Women/Vets/Disabled.