Job Description

Job Summary

The Keystone Business Development Specialist will anticipate market needs while developing and executing programs for field sales, distributors, and customers to maximize interest and effectiveness in the sales process.

Goals

To increase/develop Keystone sales pipeline volume, velocity, and close deals

To integrate to the team selling motion on opportunities where the sales specialism is driving Keystone as the purchased solution
Generate and progress opportunities to close, through either:

Account discovery activities e.g. account planning with teams
Accepting assigned opportunities that are in progress by account teams that need acceleration

Ensure the sales/partner community is engaged and aware of the value you bring to the Keystone selling motion to the extent that no opportunities are missed
Achieve the Keystone NA AOP financial goals

Job Responsibilities

Develops a strong pipeline of new customers and projects in accounts through direct or indirect customer contact and prospecting

Act as a point of contact and reference for NA Keystone Sales resources
Mines customer interaction data for the business intelligence that enables the building of effective customer strategies
Produces lead reports and documents important customer opportunities; ensures action is taken and leads are followed through
Provides input into strategic marketing activities for new products and enhancements to existing products based on customer needs
Where necessary, drive adoption of current offerings to win opportunities

Experience Required

Proven capability in successfully generating sales campaigns that retire quota for complex enterprise customer sales, both directly and as part of an account team

Proven capability in accurately managing and prioritizing a pipeline with forecast accuracy
Ability to manage and integrate with multiple account teams and partners while being independently focused on closing the relevant opportunities
Strong understanding of the as-a-service market landscape and the management services specifics in order to position the NetApp advantage with customers
Strong grasp of positioning the value of different types of expenditure to enterprise customers, outlining how they can take advantage of one versus the other. Opex vs. Capex for example.
Ability to work with and influence Product Teams i.e., E2E collaboration with the Keystone Portfolio core team to provide GTM insights that are relevant to customer’s business outcome and to understand and anticipate service roadmaps and business priorities changes

Education

Typically requires a minimum of 5 years of experience

Bachelor’s Degree required; MBA or equivalent experience preferred